The $1.5 trillion insurance industry is powered by brokers. Every business needs insurance, and the brokerage industry is hamstrung by account management capacity. Account managers are constantly pulled in multiple directions—keying information into systems, chasing documents, doing mundane work—rather than focusing on the client interactions that actually matter. Most brokerages either outsource this work or grind through it manually.
We're building an AI platform to automate this insurance drudgery. Our platform already saves customers thousands of hours and millions of dollars every year. Our customers love the product— we have deep penetration within enterprise brokerages and genuinely enjoy making our customers' lives better. We just raised our Series A and are just getting started.
Rocket-ship growth. We’ve achieved multiple seven figures in ARR in just over a year, serving large enterprise clients including 30% of the top 50 brokers in the country.
Extreme ownership. You’ll work directly with enterprise users and ship end-to-end products that save them hours every week.
Bleeding-edge problems, real impact. Tackle tough AI and product challenges whose wins show up immediately in customer workflows.
In-person collaboration. Join a lean, staff-level team (ex-Affirm, Uber, DoorDash, McKinsey) working side-by-side in San Francisco; we believe the best ideas are fostered in an in-person environment.
Top-of-market rewards. Competitive base salary plus meaningful founding-team equity.
As the Head of Sales at Fulcrum, you will build and lead the revenue engine that takes us from early traction to category leadership.
You'll own the full sales motion end-to-end, across both Enterprise and Mid-Market, and build the GTM org that scales with it. You will drive the go-to-market strategy, hire and develop a high-performing team of AEs and BDRs, run the pipeline generation and closing motion, and make revenue predictable through disciplined forecasting, rigorous stage management, and a tight feedback loop with product.
This is a ground-floor opportunity, to architect how an entire industry buys AI-powered software.
Experience & Track Record
10+ years of GTM experience, scaling revenue from ~$5–10M ARR to ~$50M+ ARR in a high-growth environment
Strong enterprise sales background with ability to operate across both Enterprise and Mid-Market
Demonstrated success with land-and-expand motions (ideally with strong NDR)
Experience in vertical SaaS preferred; otherwise strong track record selling to non-technical buyers
Sales Motion & GTM Ownership
Deep understanding of enterprise (complex, relationship-driven) and mid-market (velocity, repeatability) sales motions
Owns both pipeline generation and closing, with experience leveraging SDRs, outbound, and events as core drivers
Ensure consistent top-of-funnel health alongside revenue targets
Leadership Qualities
Strong aptitude for coaching Mid-market and Enterprise Reps to achieve/exceed quota
Past track record of 80-90% of team members hitting quota
Ability to attract and retain talent (strong ability to recruit top performers)
Execution & Scaling
Operate with a quarterly planning mindset (pipeline, pacing, forecasting)
Experience in hyper-scaling environments (e.g., ~$4M → ~$16M → ~$40M ARR)
Able to build and scale early GTM systems, enablement and teams to support rapid growth
Product Feedback Loop
Strong emphasis on capturing field learnings (customer conversations, objections, usage patterns)
Translates insights into clear product feedback, partnering closely with product/engineering to shape roadmap and improve win rates
Working Style & Culture Fit
High-energy, hands-on builder willing to get in the trenches early
Comfortable operating with limited resources; not dependent on large teams to start
Strong communicator with tight feedback loops (e.g., highly responsive on Slack)
Ownership-driven, action-oriented, and excited by high-velocity, hyper-growth environments
Ability to work cross-functionally (product, CSMs, RevOps, etc.)
Familiarity with hybrid pricing models (seat + consumption with upfront ARR)
Experience in property & casualty insurance or adjacent industries
Net new annual recurring revenue (ARR)
Net Revenue Retention (NRR)
New logo + expansion pipeline created and closed
Forecasting accuracy
Competitive compensation ($400k-$600k OTE) + meaningful equity.
Full health, dental & vision.
High-ownership, high-trust culture with lightning-fast executors.
Regular team off-sites, dinners, and an office stocked for builders.
Job details are sourced from the employer's original posting.
Open job postingAbout the company
Fulcrum replaces ERP, MRP, and MES with a Manufacturing Software-as-a-Service (SaaS) platform, allowing small and mid-sized manufacturers to improve efficiency through workflow optimization and automated data collection. Fulcrum delivers value through a fully digital, paperless workflow leveraging machine learning, automation, predictive analytics, and advanced heuristics to drive throughput and profitability. Software doesn't have to be complicated. The software you use in your personal life (Facebook, Uber, Amazon, etc.) is intuitive, and you don't need training to understand how it works. Why should your business software be any different? We're helping manufacturers transition to cutting-edge, future-proof software that lowers the stress of everyday operations, gets more out of good employees who are difficult to hire, automates tedious tasks, and operates more efficiently than what exists in the manufacturing software space today.