The Role

You're going to lead a high-volume sales floor. Think of it like running a market-making desk—your team takes in risk (leads, deals, customers) and services it. The better your systems, the more volume you can run, the more money everyone makes.

You own closing. You're the one on the phone getting deals done. But you're also working with your team across every function—FDE, intake, service, submission—to build the machine that feeds you better deals and handles everything around the close. You're not coordinating from above. You're in the pit, closing and building.

Your team: FDE (forward-deployed engineer), intake, service, submission. You're building products together—voice automation, AI workflows, submission tools. Every automation you ship means higher throughput, better conversion, and more comp for the team.

The goal is simple: hit higher and higher automation metrics. The more your pod automates, the more deals you can run, the more you all get paid.

What You'll Do

Run the Floor

• Lead a pod across the full funnel: intake → submission → service → close
• Keep volume moving—speed matters, every hour a lead sits is conversion lost
• Daily standups, call reviews, real-time problem solving

Build Products with Your Team

• Work directly with your FDE to ship automation: voice AI, workflow tools, submission automation
• Use your live closing experience to design product-led sequences—what you hear on calls becomes the next automation
• Take customer questions and feedback, iterate on sequences in real-time
• When your pod finds a clear best practice, roll it out across the whole org
• You see the gaps from inside the funnel, you spec the fix, you ship it same-day

Hit Automation Metrics

• Track and drive automation rates across intake, submission, underwriter comms, service
• Goal: push toward 100% automation on repeatable tasks so humans focus on selling
• Your pod's automation metrics directly impact team comp

Own Your Verticals

• Build expertise across your sectors—healthcare, med spas, security, manufacturing, whatever comes through
• Know the carriers, the risks, the patterns—become the person the market knows for those spaces
• Develop playbooks your whole team runs

Drive Top-of-Funnel GTM

• Use sales feedback to optimize demand gen across channels
• Review and build landing pages, think about keywords for search, identify conferences worth hitting
• Find influencers, partnerships, creative channels that feed your pod's funnel
• Close the loop: what's converting on the floor shapes what marketing does upstream

Close Deals

• You own closing. This is your primary function.
• Run high volume—the more your team automates around you, the more deals you can work
• Set the standard for call quality and close rate

What Success Looks Like

30 Days: You're on the floor. You know the funnel, the blockers, the automation gaps. You've shipped at least one product improvement with your FDE.

90 Days: Pod automation metrics are up. Team is moving more volume with less friction. You've documented v1 of the playbook. GTM feedback loop is running—sales insights are shaping top-of-funnel.

6 Months: You're running a $300M+ book. Automation rates are industry-leading. Your best practices are running across the org. We're replicating your pod structure company-wide.

The Team Structure

Your pod includes:

• FDE (Forward-Deployed Engineer): Your product partner. They build what you spec, in real-time.
• Intake: First touch, qualification, speed-to-lead
• Submission: Getting deals to carriers, managing the back-and-forth
• Service: Renewals, endorsements, customer success

You're the closer. They're building the machine around you. You all sit together, hear each other's calls, and when someone spots a bottleneck, you build a tool to fix it. That's how you scale.

You're a Fit If

• You want to run something—a floor, a team, a P&L
• You think in systems: volume × conversion × automation = revenue
• You can translate live customer conversations into product sequences
• You can work with engineers to build products, not just request features
• You see the connection between sales feedback and top-of-funnel GTM
• You thrive in high-volume, high-intensity environments
• You want team upside, not just individual commission
• You bring energy that makes people want to come to work

You're Not a Fit If

• You want to be an individual contributor closing deals solo
• You see automation as someone else's job
• You can't operate in a loud, fast, high-volume environment
• You optimize for personal credit over team outcomes

Comp Philosophy

Team-based bonus, PE/IB style. The more your pod automates, the more volume you can run, the more everyone makes. Leaderboard by pod. You win together, lose together.

$200K OTE with significant equity upside.

The Environment

This is a trading floor. You're in the room with your team. Calls happening around you. Engineers shipping fixes in real-time. When someone closes a deal, everyone knows. When something breaks, you swarm it.

Intense. Loud. Collaborative. Not for everyone. But if you want to build something with a team that actually operates like a team, this is it.

About Harper

Harper is an AI-powered commercial insurance brokerage backed by Y Combinator and top-tier VCs. $4K to $5M+ ARR in 13 months. 3,000+ customers across complex markets. Our AI (Jade, Big Brother, Dumbly) handles 97% of underwriter communications.

We're building pods that operate like market-making desks—taking in risk, servicing it, automating everything that can be automated. You're not joining a sales team. You're building a machine.

~25 people. SF-based. Trading floor energy.