Account Executive, Mid-Market

Vanilla Technologies

30d•$200,000 - $240,000•Remote

About The Position

We’re a startup with big ambitions: to make estate planning modern, visual, and intelligent. Vanilla is the first AI-powered estate advisory platform, built by advisors, planners, and attorneys to transform how wealth is transferred across generations. Our technology unifies scenario modeling, client visualization, and document creation into one seamless, digital experience. Our team brings together diverse subject matter expertise across estate planning, wealth management, and scaling SaaS startups. We’re distributed across the U.S., with a mix of fully remote and hybrid roles, and we embrace flexibility while staying closely connected. At Vanilla, you’ll join curious builders and problem-solvers who thrive on speed, autonomy, and impact. Here, you won’t just join a company, you’ll help create it. If you’re excited to tackle hard problems, move quickly, and see your work shape both an industry and a growing startup, we’d love to meet you. As an Account Executive, you are responsible for identifying and developing new opportunities within our core market with a focus on private wealth / family offices. This includes managing the full sales cycle for Vanilla's prospects from lead management to closing new sales. You will work closely with prospective customers as a trusted advisor who deeply understands the unique challenges and goals of wealth management professionals. Reporting to the Vice President of Sales, the team will work cross functionally with marketing, customer success and product to ensure Vanilla is well positioned to meet its revenue targets and grow the business.

Requirements

5+ years total working experience with a combination of 1+ years of experience in full cycle software or SaaS sales combined with 3+ years of experience in wealth management as a wealth manager, financial advisor, portfolio manager or analyst/associate.
Experience working in or selling to wealth management firms.
Entrepreneurial spirit and ability to wear multiple hats / operate in a high-pace environment.
Bring a sense of creativity in finding solutions for prospective clients, including creativity in pricing structure, press release or joint marketing, in-person presentations.
Experience managing annual quotas with a record of quota over-achievement.
Experience building strategic and creative territory plans in order to meet targets.
Ability to lead a full-cycle sales engagement from initial outreach/discovery all the way through to execution and close of contract.
Strong written and interpersonal communication skills to maintain many relationships throughout the sales process.
Ability to understand complex customer needs and communicate concise, impactful solutions.
Can operate joint mandates and increasing workloads while maintaining a high level customer experience.

Nice To Haves

Experience in full cycle selling of fintech or wealthtech SaaS products.
Experience in scaling start up environments.
Exposure and/or high level understanding of estate planning.
Experience with Salesforce.

Responsibilities

Identify high-potential prospective customers from inbound leads and outbound prospecting.
Develop and implement full sales cycle strategies for driving product adoption and expansion within existing Vanilla customers.
Utilize Salesforce to track the full lifecycle of opportunities to ensure monthly and quarterly forecasts are up-to-date on a weekly basis.
Craft engagement strategies to build, grow and expand Vanilla’s footprint within RIAs and independent broker / dealers.
Responsible for meeting quarterly sales quota in Vanilla's middle market segment.
Respond to all inbound inquiries in a manner that is consistent with Vanilla’s brand and reputation.
Deliver polished presentations and product demonstrations that clearly articulate the value proposition of Vanilla to our target market.
Collaborate with and maintain strong working relationships across multiple internal teams including sales, marketing, product and operations.
Provide input for new marketing collateral that enables the sales process, including presentation decks, factsheets, client case studies and more.
Willing to travel up to once per month (approximately twice per quarter) for prospect events and in-person meetings.

Benefits

Flexible paid time off policy and 10 company-wide paid holidays
Parental leave, 4 weeks for all full-time employees and up to 12 weeks for birthing parents
Medical, dental, and vision benefits coverage for employees and their families
401K eligibility after one month of employment
Free estate planning documents
Budget for learning & development and home office setup
Paid parking or transit for hybrid and in office employees

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