Account Executive, Estately (Estate Planning for Financial Advisors)

FreeWill is an award-winning, social-good startup that has partnered with 1,800+ nonprofits who support our mission while raising more than $10B in bequests to charities since we were founded in 2017. We’ve been featured in the New York Times, Forbes, Oprah’s magazine, and our co-CEOs have even been named to Town & Country’s “Top 50 Philanthropists” list.

All of this is because we’ve figured out how to make some powerful (but complicated!) ways to donate much easier and more accessible. Our products make things easier for the donors who want to change the world and for nonprofits doing heroic work around the planet.

In the last 7 years, we’ve grown from 5 people to 200+ (all smart, tenacious, and kind), and continue to grow. We’d love to have you be a part of this adventure. In 2024, we were named a "Most Loved Workplace" by both Newsweek and Best Practice Institute; you can also check us out on Glassdoor!

 

Full-time •  Excellent Benefits • Work from Anywhere in the US (except AL, CO, or LA)

About the Role

FreeWill is revolutionizing estate planning with Estately, a new platform for financial advisors (FAs). We're searching for a passionate Account Executive to join our mission and build a thriving sales channel from the ground up. This is the first AE role within the Estately team, which functions as an early stage startup within a larger startup. This is a fast-moving, high velocity deal role selling into small financial advisor firms. The AE will also help build the sales playbook for Estately.

Learn more about Estately here: https://www.getestately.com/about

You'll thrive if you:

• Champion the Advisor-Centric Approach: Understand FA’s' needs and build strong relationships.
• Close Deals & Ignite Growth: Close inbound leads and source new opportunities in the SMB space.
• Become an Estate Planning Expert: Champion Estately's innovative solution for comprehensive estate planning.

Bonus points for:

• Proven experience selling to financial advisors. 
• A passion for building from scratch and influencing future direction.
• Comfort moving in a high-velocity sales environment.

We are a customer-centric sales team where your daily responsibilities will include:

• Responding and closing inbound interest 
• Prospecting and booking new meetings
• Conducting discovery with new prospects 
• Communicating via phone, email, and teleconference
• Demonstrating thought leadership and platform solutions to advance sales
• Negotiating contract terms and customer pricing during the sale
• Preparing proposals, presentations, and contracts resulting in closed-won deals
• Developing strategic plans to drive sales within your territory

We are looking for proven experience with prospecting that results in 3-5+ new meetings per week.  Experience with managing $500K pipeline at all times and closing $100K+ ARR quarterly while navigating a buying process where C-Suite decisions are the norm.   

Candidates should be able to demonstrate actual performance against past quotas. We expect the responsibilities to sometimes shift and aim to hire an individual who is comfortable moving quickly in a fast-paced and/or start-up environment. The right candidate will be an energetic person with passion and an innate drive to excel at any task.

 

FreeWill has set compensation and a non-negotiation policy for fairness reasons (we don't think an individual's pay should be determined by how comfortable they are negotiating). As a result, we would like to be transparent and upfront about the compensation.  The compensation for this role will be a base salary of $100,000 and a potential commission of $50,000 for a total OTE of $150,000.

 

Responsibilities

• Execute a sales process through discovery, solution, pricing, negotiation, and close
• Participate in brainstorming, team meetings and client meetings, researching and assisting with program development for new prospects
• Collaborate with Sales Development Reps to prospect for new business
• Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
• Become an expert in the FreeWill platform and the broader nonprofit fundraising landscape
• Stay current with changes and d