Account Executive, Mid-Market

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.

This role is a remote position, you must be based out of one of the following states: Arizona, California, Colorado, Connecticut, Florida, Georgia, Idaho, Illinois, Kentucky, Maine, Massachusetts, Minnesota, New Jersey, New York, Ohio, Pennsylvania, Rhode Island, South Carolina, South Dakota, Texas, Utah, Virginia, Washington

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.

• 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.

• 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.

• 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 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 would add value to that type of buyer because you have been in their shoes.

• You don’t have experience in full-cycle software sales, if you haven’t worked in SaaS, fintech, or wealthtech sales, this role may be challenging.

• If you don’t have a background as an advisor, planner, or associate, it may be difficult to identify and connect with Vanilla’s target customers.

• You have experience in financial services but not in advisory roles - if you’ve worked in financial services or banking but haven’t been an advisor or similar type role, you may lack the necessary perspective for this role.

The compensation range for this role is a 50/50 split between base salary and variable compensation, for a total OTE (On-Target-Earnings) of $200,000-$240,000. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. This position is eligible for variable pay via a sales compensation plan and equity in the company. These plans pay according to achievement level against sales targets and/or business objectives.

• 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 

Vanilla Technologies Inc. (dba "Vanilla") provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Vanilla participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.