How Account Executives Can Stay Commercially Relevant in a Digital First Culture

As insurance firms accelerate the adoption of artificial intelligence (AI) and advanced technologies, the nature of the Account Executive role is shifting. While the full impact of these technologies is still unfolding, it’s clear that a digital first culture is gaining momentum. For mid-to-senior level professionals, staying commercially relevant now involves understanding how digital tools enhance, rather than replace, your human expertise. 

 

What a Digital First Culture Means 

A digital first culture refers to the strategic prioritisation of digital tools and processes in how organisations operate, communicate and serve clients. For Account Executives (AEs), this could mean adapting to environments where CRM systems, underwriting platforms, and client communications are increasingly powered by automation and AI. 

Adapting doesn’t require you to become a tech specialist. But it does require a mindset shift. The real value lies in understanding how these tools can reduce admin, surface insights, and free up more time for high-value client work.As more brokers adopt generative AI for insurance processes, from client proposals to post-renewal analysis, by embracing these tools you will gain more time to focus on client strategy, relationship-building, and high-value advisory work. 

 

The Rise of AI in Insurance 

While still in early stages for many, AI adoption is gaining ground. According to Conning, 55% of insurers are already in the early or full stages of adopting Generative AI tools. Meaning that regular, sustained use of AI in insurance and brokerage firms is already operational. For Account Executives, the most relevant use cases of AI in insurance include: 

  • Proposal generation 
    AI can help quickly draft customised proposal documents using client data, past policies, and market trends, freeing up time to refine strategy and positioning. 

  • Client prep and renewal analysis 
    AI summarises client portfolios, flags changes in exposure, and helps prioritise talking points ahead of meetings, enabling more focused, advisory-led client conversations. 

  • CRM automation 
    Tools auto-log interactions, track client engagement, and prompt timely follow-ups, helping AEs maintain a consistent presence and elevate client service levels. 

  • Market intelligence 
    AI tools scan news, competitor movements, and industry developments giving you sharper insights to frame proactive, relevant recommendations. 

  • Email and communication drafting 
    Generative AI drafts, client updates, renewal messages, or coverage summaries so your communication stays timely, clear, and scalable without losing your voice. 

The use of AI in insurance isn't about replacing the AE, it's reshaping how you spend your time. In practical terms, it can reduce time spent on low-value admin work and free you up to focus on client-facing strategy. 
 

What Tech Can’t Replace 

Despite the power of automation, AI still lacks the emotional intelligence, commercial instinct and nuanced judgement that define the best Account Executives.In complex placements, high-value accounts, or emerging risks, human value becomes even more critical. Clients need the reassurance, interpretation, and strategic guidance provided by a skilled AE.  

Clients still want someone who: 

  • Understands the pressures of their industry 

  • Can navigate grey areas in risk that algorithms can’t quantify 

  • Offers proactive insight and tailored advice 

Being an effective AI-driven Account Executive means knowing when to leverage tech, and when to lean into your expertise. 
 

How Progressive Firms Are Blending AI and Advisory 

Forward-thinking brokerages aren’t asking AEs to become digitally fluent overnight. Instead, they’re building ecosystems where digital tools support human talent.In these firms, a digital first culture is not about automation for its own sake. Instead, they are beginning to use technology to enable AEs to deliver more value, faster. 

This can mean restructuring Account Executive roles and responsibilities to let tech handle routine admin, investing in client-facing platforms that allow AEs to personalise experiences at scale and, rolling out training programs that integrate AI literacy with day-to-day workflows.  
 

Future-Proofing Your Skill Set as an AE 

The best way to stay relevant is by leaning into change. Remember: clients still choose people they trust. Being and AE today means being digitally aware, not digitally defined. You’ve already built a successful foundation. You don’t have to lead with tech but you should be able to translate it into value: 

  • Drive strategic adoption of digital tools 
    Position yourself as someone who can translate digital advancements into better client outcomes. 
     

  • Use data to elevate advisory conversations 
    Understand how to interpret and communicate insights surfaced by AI tools. Clients increasingly expect evidence-backed advice. 
     

  • Translate tech into client outcomes 
    Be the conduit between tech and client needs. Influence how tools are rolled out by aligning digital efficiency with human expectations. 
     

  • Shape operational change through technology 
    Identify legacy processes holding your firm back. Advocate for tech that frees up more time for strategic relationship-building. 
     

  • Stay visible in future-focused networks 
    Attend briefings, contribute to internal pilot projects, and learn how your peers at progressive firms are adapting. 
     

How Stride Supports Tech-Forward Account Executives 

At Stride, we’re tracking the trends shaping insurance — from early AI adoption to changing AE skill sets. We understand where the technology in the insurance industry is headed, and which firms are preparing for what's next. 

Whether you're looking to upskill or explore roles at more progressive brokerages, we can help you: 

  • Identify firms with a healthy digital first culture 

  • Understand how AI is being practically applied 

  • Build a personal brand as a commercially aware, tech-literate AE 

With generative AI set to impact up to 71% of working hours in the insurance sector, being proactive about your adaptation isn’t optional. But with the right support, it doesn’t have to be overwhelming. 

Ready to align your expertise to a brokerage that investing in the future?Reach out for a confidential conversation about your next step.