Sales Executive

About Us

Vanilla is the leading estate advisory platform that makes it easy to deliver holistic wealth planning for every client. With Vanilla, you get powerful software for client engagement, estate planning, analysis, and document creation–all supercharged with AI and 180+ years of T&E expertise. Leading advisors from firms like Vanguard, Mariner, and Hightower trust Vanilla to model 16,000+ client estates, grow revenue, and expand relationships for generations to come.

Job Summary

As a Sales 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 Executive Director 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. 

This role is a remote position, you must be based out of one of the following states: CA, CO, CT, DE, FL, GA, ID, IL, IN, KY, MA, MD, ME, MN, NH, NJ, NY, OH, OK, PA, RI, SC, SD, TX, UT, VA, WA, and WA D.C.

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 Core market.

• 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.

Qualifications

• 6+ years total working experience with a combination of 3+ 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 private wealth firms and / or family offices. An understanding of this space and the complexities of high net-worth clientele is key.

• 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.

Preferred Qualifications:

• 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. 

✅ You Might Be a Great Fit If:

• You have a strong track record in SaaS, fintech, or wealth tech sales in a start up, successfully managing the entire sales process.

• You have had success in wealth management working as an advisor, planner, or associate and understand why a product like Vanilla woul