Enterprise Account Manager

Company Details

Upcover is an Australia-based insurtech transforming the way small businesses, startups, and freelancers secure insurance. By leveraging modern technology and deep partnerships with leading carriers, Upcover provides instant quotes, transparent pricing, and coverage tailored to unique professional needs. Its platform reduces the time, cost, and friction of insurance, helping businesses stay protected while focusing on growth.

Job Title

Enterprise Account Manager (fully remote)

Company Details

We are an award-winning insurtech simplifying small business insurance for Australia's 3 million+ strong business community and independent contractors. Our platform allows any business, brand, broker or online marketplace to offer business insurance that is simple, easy and affordable.

We are backed by global VCs, the products on our platform draw their capacity from some of the world's largest insurers and underwriting agencies and we are trusted by 35,000+ businesses.

We are the only brand tackling transforming small business insurance in Australia, so we are fortunate to be operating in a niche market, with few competitors.

Job Roles & Responsibilities

As an Enterprise Account Manager, you will be handling $100k accounts, interacting with founders, CXOs & other leaders. You will be supporting them in navigating their commercial insurance needs – from professional indemnity and cyber to directors & officers insurance.

Additionally, you'll collaborate with our underwriting and speciality risk team, drive conversations with insurers, and advocate for our clients to secure the most competitive terms. If you're based in Australia, you may also represent the company at industry expos and networking events, engaging with founders and capturing warm leads face-to-face. There is a huge opportunity to grow here and as we become an MGA to help support our fast growing business that transforms insurance experiences for SMEs.

You may also support the broader customer success team in servicing complex queries of businesses that we see day to day. Your experience and knowledge will be a key driver to hitting our revenue targets, as well as in supporting our AI co-pilot functionality of rules based insurance knowledge that you have built while working as an underwriter - and now get to use this to support SMEs in real time!

Cultural Expectations

Must-haves

• 1+ years of experience working in a fast-paced startup environment
• Strong analytical and critical thinking skills with attention to detail
• Excellent written and verbal communication skills
• Ability to work collaboratively in a team environment
• Proficiency in Excel, PowerPoint and Word

Good-to-have

• Prior internship or entry-level experience in insurance sales, or insurance broking is a plus
• Relevant certifications (e.g., Tier 1, RG146, Associate in Commercial Underwriting (AU), Chartered Insurance Professional (CIP), Insurance Brokers License) is a plus

What an average week should look like

Account Management

• Own a high-value portfolio of $100k-plus accounts—founders, fintechs, web3, SaaS, marketplaces and other fast-growing businesses—acting as their trusted advisor for all commercial-lines needs.
• Serve as the single point of contact for day-to-day queries, policy changes, endorsements and claims, ensuring rapid turnaround and white-glove service.
• Run proactive account reviews every quarter: analyse coverage, surface exposure gaps, and recommend upsell / cross-sell solutions (e.g., cyber, management liability) that align with each client's growth stage.
• Coordinate renewals from end-to-end—calendar key dates, gather updated risk data, negotiate terms with underwriters, and present competitive options to decision-makers.
• Escalate and resolve complex issues by liaising with underwriting, specialty and product teams, balancing client interests with insurer appetite and compliance requirements.

Sales

• Build and nurture pipelines – identify each prospect's insurance gaps early, map them to our product suite, and personalise outreach to founders, CXOs and brokers.
• Lead persuasive demos & negotiations – run tailored presentations, address objections, and close new business with a consultative, value-led approach.
• Own the quote-to-bind workflow – scope risk, draft compliant quotes and proposals, generate policy docs, and secure sign-off in line with Australian regulations.
• Drive upsell / cross-sell motions – use discovery calls and quarterly reviews to introduce complementary covers (cyber, PI, management liability) and grow account ARR.
• Ensure smooth post-sale hand-off – coordinate onboarding, policy activation and data capture with Customer Success so clients see value from day one.

Underwriting & Insurance Broking

• Assess commercial risks – review SME insurance submissions, analyse financials, industry exposures and claims history, and ensure every quote aligns with ASIC/AFSL and local regulatory standards.
• Research market capacity & pricing – track Australian industry trends, benchmark carrier appetite and loss ratios, and shape competitive underwriting decisions grounded in data.
• Prepare and place submissions – craft clear risk presentations for insurers and underwriting agencies, negotiate wording enhancements, endorsements and limits to secure best-fit terms.
• Broker optimal solutions – compare multi-carrier quotes, structure layered or co-insurance programmes where needed, and bind policies that balance price, coverage depth and compliance.
• Feed frontline insights into product & AI – log underwriting decisions and broking feedback to refine our rating algorithms and co-pilot rules, delivering faster, smarter recommendations to SMEs.

Come and help us out!

We are headquartered in Sydney, Australia but has a team thats distributed across the world. And while we have office space in Sydney's Startup Hub, you can work 100% remotely. Our team is made up of several different cultures (Australia , Greece , India , Pakistan , Italy , Nigeria , Brazil , Singapore , Bangladesh , Spain and Kazakstan ) and we are proud that everyone in our team operates with a very high level of autonomy and responsibility.

We are a super supportive team that helps you achieve your goals - whether working or living abroad, living regionally across Australia - and we believe you can do all that while delivering in your role. While we work hard, we are a strong supporter of work-life balance, and growing our team and supporting them into senior or leadership roles as our team grows. There is plenty of opportunity here - from market leading salaries, work-life balance, support to work anywhere in the world, and employee shares for exceptional performance.

We are committed to employment equity and welcome applications regardless of race, ethnicity, age, nationality, religion, disability, sexual orientation or philosophy of life.

We have a very healthy pipeline of opportunities, and we're moving into new territories by launching our own niche insurance brands with key insurance partners.

Hiring Process

3-4 rounds of interviews with CXOs & leaders