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GTM: NEW VERTICALS LEAD Harper is an AI-native commercial insurance company in San Francisco. We're not bolting AI onto insurance — we're rebuilding the entire business as software, on a simple bet: turning expert human judgment into compute is one of the largest transitions left to make, and a trillion-dollar industry still run 90% by hand is the place to prove it. We've grown ~100x in the last year and we move at that speed — on-site, in person, long days, very high standards. Almost no one joins Harper for insurance; they join to build the company that replaces how it works. THE ROLE Harper has shown it can take a small-business owner and turn them into a covered customer — at scale, with AI doing a ton of the work behind the human who closes. That motion works. This role takes it into territory we haven't entered yet. A "vertical" is a new kind of business for Harper to insure. Sometimes it's something we already touch and have started to see early signals in. More often it's somewhere we don't operate yet and want to explore. The world keeps creating new ones — a trend shows up in the news, a new kind of company starts scaling, an industry shifts or appears that didn't exist a few years ago — and someone has to decide whether and how Harper should cover it. That someone is you. This is the explorer's seat. You'll spend your time in unexplored territory: reading where the world is heading, finding where demand is forming before it's obvious, pressure-testing whether Harper can serve a new market well, and turning a faint signal into a real, repeatable business. The path is messy on purpose — there's no map for a market no one has built yet, and a lot of the job is making good decisions with incomplete information. Winning looks like taking something from its first five customers all the way to thousands, then handing it off and going to find the next frontier. WHAT YOU'LL DO - Find the next vertical. Watch where the world is going — new industries, new kinds of businesses, shifts you notice before they're consensus — and bring a sharp point of view on where Harper should go next. - Pressure-test the opportunity. Decide, with limited information, whether a new market is real and whether Harper can serve it well. Bring the thesis and make the case. - Map the path with the team. Work alongside our market and underwriting teams to understand how a new kind of business can actually be covered and what it would take to do it well. - Stand it up end to end. Turn a cold idea into a working business — the workflow, the tools, the way a customer goes from interested to covered. You design the motion; the team builds it with you. - Prove it with real customers. Get the first handful of customers covered and learn what truly works — sometimes by getting on the phone yourself. The goal is a motion tested on real deals, not a plan on a slide. - Drive intake quality and L&D. A clean handoff is where a new vertical succeeds or stalls. Find where things break, fix the patterns, and bring the people working in your vertical up to speed. - Make it repeatable, then hand it off. Codify what works so a team can run it without you — which frees you to go explore the next territory. - Use AI as your default leverage. Do the work of a much larger team with AI doing the heavy lifting and you on top — deciding, verifying, and owning the calls. WHO YOU ARE - You're a few years into your career and have already shown you can own ambiguous, high-stakes work and figure it out — at a startup, in a GTM or operating role, in consulting or banking, or by building something yourself. - You've helped take something from an early idea to real traction — a product, a market, a feature, a business line — and you want a bigger swing of your own next. - You're a builder, not a scaler. You create structure where there's none, and you'd be bored inheriting a motion someone else already p