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At a glance
Job overview
Fulcrum is hiring a Head of Sales. Fulcrum is building an AI platform to automate insurance brokerage work and seeks a Head of Sales to build and lead the revenue engine, own the full sales motion, and drive go‑to‑market strategy for enterprise and mid‑market customers.
Key focus areas include Build and lead the revenue engine from early traction to category leadership, Own the full sales motion end‑to‑end across enterprise and mid‑market, and Drive go‑to‑market strategy and hire develop high‑performing AE and BDR teams.
Successful candidates bring 10+ Years GTM Experience, Scaling Revenue From ~$5-10M ARR To ~$50M+ ARR, and Track Record Of 80-90% Of Team Members Hitting Quota. Important skills include Enterprise Sales, Mid-Market Sales, Land-And-Expand Motions, Selling To Non-Technical Buyers, Pipeline Generation, and Closing Sales. Preferred (not required): Hybrid Pricing Models and Property & Casualty Insurance.
Skills & qualifications
Skills
Qualifications
Benefits
Full job description
About Fulcrum 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.
Why Fulcrum 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.
About the Role 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.
Must Have's 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.)
Nice to Haves Familiarity with hybrid pricing models (seat + consumption with upfront ARR)
Experience in property & casualty insurance or adjacent industries
Key Success Metrics Net new annual recurring revenue (ARR)
Net Revenue Retention (NRR)
New logo + expansion pipeline created and closed
Forecasting accuracy
What we offer 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.
You've read the whole posting — now see how you match it.