Enterprise Account Executive

This is a fully remote position, open to applicants in Arizona, +16 more states.

📋 Description

• Expand Vanilla's presence with major wealth management firms in the U.S.

• Manage a portfolio of current enterprise clients and new logo prospects, overseeing new business initiatives, expansion efforts, and renewals.

• Develop and implement account strategies that outline each firm's structure, key decision-makers, and purchasing processes.

• Lead comprehensive evaluations involving executive, advisor, technology, compliance, InfoSec, vendor-risk, and AI governance stakeholders.

• Foster advocacy among advisors and planning teams while securing executive sponsorship.

• Prevail in competitive evaluations by clearly communicating Vanilla's unique advantages for complex high-net-worth and ultra-high-net-worth planning.

• Formulate enterprise agreements, including enterprise license agreements and usage-based structures.

• Collaborate with customer success teams and executive sponsors on business reviews, ROI assessments, and renewal strategies.

• Gather customer and market insights to relay to product teams and ensure feedback loops with clients.

• Keep an accurate record of pipeline, forecasts, and account activities in Salesforce.

• Contribute to the enterprise go-to-market strategy, messaging frameworks, and playbooks.

• Work together with customer success, product teams, and Vanilla's executive sponsors on strategic accounts.

⛳️ Requirements

• 8+ years of comprehensive B2B sales experience, including over 5 years in enterprise sales targeting financial services firms with annual quotas exceeding $2M.

• Proven experience selling to various types of wealth management firms, including RIAs and aggregators, wirehouses and broker-dealers, banks, and trust companies.

• Consistent record as a top performer with over 100% quota attainment across multiple years.

• Demonstrated ability to close deals from mid five figures to seven figures, including new logo acquisitions and expansions with existing clients.

• Experience managing sales cycles of 6–18 months with senior and C-suite stakeholders.

• Proven history of navigating security, compliance, and vendor-risk assessments at regulated institutions.

• Track record of succeeding in competitive evaluations and replacing incumbent solutions.

• Proficient in constructing ROI-based business cases that secure executive buy-in.

• Strong executive presence coupled with excellent written and verbal communication skills, adapting messages for both technical and non-technical audiences.

• Self-motivated individual who excels in ambiguous, high-growth settings.

• Experience selling AI-enabled software to regulated financial institutions is preferred.

• Familiarity with estate planning, trusts and estates, or advanced planning workflows is preferred.

• Established connections with executives across wealth management firms is preferred.

• Experience structuring enterprise license agreements or multi-year enterprise contracts is preferred.

• Must reside in one of the specified U.S. states.

• Must be legally authorized to work in the U.S.; E-Verify participation is required.

🏝️ Benefits

• Flexible paid time off policy along with 10 company-wide paid holidays.

• Parental leave: 6 weeks for all full-time employees and up to 14 weeks for birthing parents.

• Comprehensive medical, dental, and vision benefits for employees and their families.

• 401K eligibility begins after one month of employment.

• Complimentary estate planning documents.

• Budget allocated for learning & development and home office setup.

• Paid parking or transit options for hybrid and in-office employees.

• Variable compensation through a sales compensation plan.

• Opportunity for equity in the company.