Sales Executive

About Us

Estate planning is vital for anyone who wants to ensure their loved ones are cared for when they’re gone. But traditional estate planning is broken. It’s confusing, expensive, and tedious, and it’s often done without regard to a person’s financial plan. Vanilla is here to change all that. We are reinventing estate planning for financial advisors, attorneys, and their clients. We’re transforming it into an ongoing conversation, where dense legal documents are brought to life through easy-to-understand visualizations, and considered in concert with clients’ financial plans and evolving life milestones and goals.

Vanilla is the world’s first estate advisory platform, built by advisors and estate professionals to help deliver a modern, visual estate planning experience to their clients. Harnessing a purpose-built AI engine called VAI, the Vanilla platform provides valuable insights to advisors and attorneys while demystifying the planning process for clients at all levels of wealth. Vanilla supports the entire estate planning process, including understanding client goals and current plans, visualizing the plan, and strategizing on taxes. Clients can even create trusts, healthcare directives, powers of attorney, and more through Vanilla. The Vanilla platform enables advisors, planners, and attorneys to foster stronger relationships, achieve greater retention, and help their clients build meaningful legacies.

Job Summary

As a Sales Executive, you are responsible for identifying and developing new opportunities within our core market, and 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, NC, 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.
• Attend and represent Vanilla at industry events and conferences.

Qualifications

• 3-7 years of sales, business development, or wealth management experience required.
• Experience managing annual quotas with a record of quota over-achievement.
• Ability to lead a full-cycle sales engagement from initial outreach/discovery all the way through to execution and close of contract. Sales experience is strongly preferred.
• Excellent written and verbal communication skills.
• Ability to understand complex customer needs and communicate concise, impactful solutions.
• Ability and motivation to operate in a highly ambiguous and fast-paced environment.
• Ability to form relationships with colleagues, prospects and customers through strong interpersonal skills.
• Financial Services or Software industry (SaaS) sales experience preferred. Working knowledge of the Wealth Management space is a big plus.
• Knowledge of Salesforce strongly preferred but not required.
• Driven and results oriented.
• Can operate joint mandates and increasing workloads while maintaining a high level customer experience.

Benefits

• Flexible paid time off policy and 12 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 and employer match eligibility after one month of employment
• Budget for learning & development, health & wellness, and home office setup 
• Paid parking or transit for hybrid and in office employees 

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 $160,000-$250,000. 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.