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Salary: USD 75,000 - 90,000 / annual
Vanilla is an AI-powered estate planning platform transforming how wealth is transferred across generations. The company unifies scenario modeling, client visualization, and document creation into a seamless digital experience, built by advisors, planners, and attorneys.
As a Business Development Representative, you'll generate pipeline and build a modern, AI-enabled outbound sales motion. This is a sales role with a technical twist—you'll identify and engage target prospects, develop account strategies, execute outbound campaigns, and create qualified opportunities while leveraging AI, agents, automation, and modern GTM technology to make prospecting more targeted and efficient.
Key responsibilities include: generating pipeline through multi-channel outbound outreach; owning quarterly targets for qualified pipeline, meetings, and activity; developing targeted account plans for priority accounts; building and testing personalized messaging across segments and personas; partnering with Marketing on account-based campaigns; using AI tools for prospect research, lead qualification, and personalization; experimenting with lightweight AI agents and automated workflows; optimizing the GTM tech stack across Salesforce and related tools; and maintaining accurate pipeline data and performance tracking.
You'll need 2+ years of experience in business development, sales development, B2B sales, or growth. Strong written and verbal communication skills are essential, along with curiosity and analytical ability. You should be highly interested in AI and comfortable using tools like ChatGPT or Claude daily. Experience with Salesforce, Relevance, Gong, or similar GTM tools is a plus. Most importantly, you're self-directed, resourceful, and excited about working in a startup environment where you'll help build processes, not just follow them.
Success is measured primarily on pipeline and sales development results, while also improving targeting, messaging, conversion, and the AI-powered workflows that make GTM efforts more effective and scalable. Vanilla is distributed across the U.S. with a mix of fully remote and hybrid roles, embracing flexibility while staying closely connected.
