Website:
harnessinsure.com
Job details:
$200K–$250K+ target compensation + equity
Harness is building an AI-native commercial insurance brokerage for small businesses.
Commercial insurance still runs on slow workflows, fragmented systems and too much manual work. We think AI changes the operating model completely: great producers should be able to manage more opportunity, make better placement decisions and spend far more of their time advising customers and closing business.
We’re seed-funded, early, and building the sales organization we believe can eventually become hundreds of producers. This role is for an experienced commercial insurance closer who can independently own complex new-business accounts.
Today, that means risks such as bars, nightclubs, restaurants and other harder-to-place businesses. Over time, this team may expand into manufacturing and other complex SMB and lower-middle-market verticals.
The Role
This is a new-business closing role for complex commercial accounts.
These opportunities do not close in one call. You need multiple conversations, policy analysis, placement work and structured follow-up.
The expectation for urgency does not change.
You will work primarily with warm inbound customers who are actively shopping, approaching renewal, unhappy with their incumbent broker, or open to switching mid-term for meaningful savings or better coverage.
Your job is to understand the risk, understand the buyer, structure the right recommendation and close the business.
We want someone who never thinks, “I already have enough leads.”
If there are more qualified customers ready to engage, you should want them. The skill is using judgment, organization and technology to handle more opportunity without sacrificing accuracy or conversion.
What You’ll Own
• Own new-business opportunities from first meaningful conversation through bind
• Understand the client’s operations, exposures, current coverage, pricing and decision criteria
• Review incumbent policies and competing quotes
• Compare limits, deductibles, exclusions, endorsements and premium basis
• Determine whether two quotes are truly apples-to-apples
• Understand payroll, sales, liquor exposure, property values, subcontractor exposure and other rating inputs
• Explain complex coverage differences simply and confidently
• Advise the customer toward the right option and ask directly for the business
• Move clients mid-term when the savings or coverage improvement justify switching
• Manage multiple active deals without letting strong opportunities quietly die
• Follow up aggressively based on buying intent, urgency and next steps
• Work closely with underwriters, wholesalers and internal placement experts
• Maintain ownership of the client even when technical support is involved
Complex Commercial & E&S
You should be highly comfortable with non-admitted / E&S business.
Winning complex accounts is not simply about finding the lowest premium. You may need to determine:
• Why an account is being declined by standard markets
• Whether different lines should be split across markets
• Whether a lower-priced quote materially reduces coverage
• Which exclusions actually matter
• Whether the premium basis is comparable
• What an underwriter still needs
• Which market is appropriate for a particular exposure
• How to explain those tradeoffs to the customer
Experience working with wholesalers such as Amwins, CRC, Burns & Wilcox, Bass Underwriters or similar organizations is highly relevant.
High Velocity, Different Definition
High velocity here does not necessarily mean closing every customer in one phone call.
It means:
• Respond immediately
• Understand the account quickly
• Move submissions without unnecessary delay
• Know exactly what is blocking every serious opportunity
• Follow up at the right moment
• Prioritize buyers with the highest intent
• Run many active deals without losing context
• Compress a traditional multi-week brokerage process into days wherever possible
A great producer should always know:
Who is ready to buy?
Who is waiting on one missing item?
Who has an incumbent quote we can beat?
Who is approaching renewal?
Who went quiet after receiving a proposal?
Who needs a coverage question answered before they can move?
Who should I call right now?
AI as Your Operating System
Harness is building software around the producer rather than forcing producers to work around legacy software.
Our AI tools help with:
• Account research
• Applications and data collection
• Market selection
• Quote and policy comparison
• Underwriting communication
• Proposal preparation
• Follow-up
• Pipeline prioritization
• Buying-intent signals
• Worklists and next-best actions
We do not want you blindly following a task queue.
We want you to think, prioritize and decide where your next hour creates the most revenue — then use the system to execute faster.
What Success Looks Like
We care about outcomes, not performative activity.
You’ll be measured on:
• New-business revenue
• Policies bound
• Quote-to-bind conversion
• Lead-to-bind conversion
• Speed of response
• Pipeline conversion
• Follow-up execution
• Mid-term conversions
• Average revenue per account
• Accuracy and quality of coverage sold
• Ability to handle increasing opportunity volume
If you are behind target, we should not need to tell you.
You inspect your pipeline, reopen opportunities, understand why deals are stalling, ask for help where needed, change your approach and find a way forward.
That level of ownership is fundamental to this role.
Who Will Thrive Here
You should have:
• An active P&C insurance license
• Meaningful commercial-lines experience
• Experience personally closing new business
• Strong understanding of commercial insurance coverages
• Significant E&S / non-admitted experience
• Experience comparing incumbent policies and competing quotes
• Experience working with underwriters and wholesalers
• Ability to manage a meaningful pipeline independently
You’ll probably recognize yourself in several of these:
• You genuinely enjoy closing new business
• You are comfortable talking to business owners about both price and coverage
• You can distinguish a real buyer from a tire-kicker
• You understand that two similar premiums can represent very different policies
• You move quickly without making unsupported coverage claims
• You like having a lot of opportunity in front of you
• You operate without needing a manager to constantly tell you what to do
• You are competitive and want your earnings to scale with your production
• You want to help build a sales organization rather than inherit one
• You actively want the pace and ambiguity of an early-stage company
Our standard is simple: Be commercially aggressive and technically disciplined.
Aggressively close what you know.
Aggressively investigate what you don’t.
Never aggressively guess.
Who Probably Won’t Enjoy This Role
This probably is not a fit if:
• You primarily service existing accounts rather than close new business
• You prefer maintaining a small relationship book
• You dislike having many active opportunities at once
• You assume complex insurance must always move slowly
• You wait until renewal instead of pursuing legitimate mid-term switches
• You rely on a manager to keep your pipeline moving
• You hand difficult client conversations to someone else
• You understand insurance but dislike asking for the business
• You dislike AI, automation or rapidly changing workflows
• You want a mature brokerage with a fixed playbook
Compensation
Target total compensation: $200,000–$250,000+
Commission is directly tied to new-business production. Exceptional producers should be able to materially outperform target compensation.
Equity: Yes. Early employees will have ownership in the company.
Benefits: Health and other standard employee benefits.
How We Work
Location: Remote, with a strong preference for people based in or able to regularly reach the San Francisco Bay Area.
This is an intense, high-output sales role designed around broad SMB customer availability. Expect an early start and substantial availability across roughly 6 AM–6 PM Pacific Time. This is not a role where management measures commitment by whether your Slack light is green for twelve hours. We care about production, urgency, customer responsiveness and ownership.
This is an early-stage company with aggressive goals. The product, workflow, carrier strategy and sales process will evolve quickly. We want people who actively want that environment.
Why Harness
The immediate job is closing complex commercial insurance accounts.
The bigger opportunity is helping redesign how commercial producers operate.
Traditional brokerages force great producers to spend too much time searching markets, filling applications, chasing underwriters, comparing documents and maintaining CRM records.
We are building those capabilities into the system.
Our bet is that when you combine great producers + deep insurance expertise + abundant warm demand + AI-native infrastructure, one exceptional person can produce at a level that was previously very difficult inside a traditional brokerage.
If we get that right, Harness can become a very large company.
The first producers who help prove that model will have substantially more responsibility, influence and upside than someone joining after the playbook is already built.
If you understand complex commercial insurance, love closing new business and look at a full pipeline as an opportunity rather than a burden, we’d like to meet you.
Click on Apply to know more.
