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Salary: USD 140,000 - 165,000 / annual
Vanilla is an AI-powered estate advisory platform transforming how wealth is transferred across generations. The platform unifies scenario modeling, client visualization, and document creation into one seamless digital experience, built by advisors, planners, and attorneys.
As an Enterprise Account Executive, you will grow Vanilla's footprint with the largest wealth management firms in the U.S., including RIAs and RIA aggregators, wirehouses and broker-dealers, banks, and trust companies. You'll own a portfolio of existing enterprise customers and new-logo targets, with responsibility for new business, expansion, and renewals.
These are complex, consultative sales involving multiple stakeholders: home-office executives, advisor and planner teams, technology and architecture groups, and compliance, security, and vendor-risk reviewers. The ideal candidate has sold to more than one type of wealth firm and understands how each one buys, equally comfortable in C-suite meetings, vendor-risk reviews, and rooms full of advisors.
Key responsibilities include owning and growing an enterprise customer and prospect portfolio; building and executing account plans that map firm structure, decision-makers, and buying processes; leading complex evaluations across executive, advisor, technology, compliance, InfoSec, vendor-risk, and AI governance stakeholders; building advocacy with advisors and planning teams alongside executive sponsorship; winning competitive evaluations by articulating Vanilla's differentiation for complex high-net-worth and ultra-high-net-worth planning; structuring enterprise agreements including enterprise license agreements and usage-based models; partnering on business reviews, ROI checkpoints, and renewal strategy; bringing customer and market feedback to product; maintaining accurate pipeline and forecast in Salesforce; and contributing to enterprise go-to-market strategy, messaging, and playbooks.
You'll work closely with customer success, product, and a Vanilla executive sponsor on each strategic account, playing a key role in shaping how the company goes to market with enterprise firms.
REQUIREMENTS:
- 8+ years of full-cycle B2B sales experience, including 5+ years in enterprise sales to financial services firms with annual quotas exceeding $2M
- Experience selling into more than one type of wealth management firm (RIAs and aggregators, wirehouses and broker-dealers, banks, trust companies), with clear understanding of how their buying processes differ
- Consistent top performer with 100%+ quota attainment across multiple years
- Proven ability to close deals ranging from mid five figures to seven figures, including new-logo wins and expansions
- Experience managing 6–18 month sales cycles with senior and C-suite stakeholders
- Track record of navigating security, compliance, and vendor-risk reviews at regulated institutions
- History of winning competitive evaluations and displacing incumbent solutions
- Skilled in building ROI-based business cases that drive executive buy-in
- Strong executive presence and excellent written and verbal communication, adept at tailoring messages to technical and non-technical audiences
- Self-starter who thrives in ambiguous, high-growth environments
PREFERRED QUALIFICATIONS:
- Experience selling AI-enabled software to regulated financial institutions
- Familiarity with estate planning, trusts and estates, or advanced planning workflows
- Established relationships with executives across wealth management firms
- Experience structuring enterprise license agreements or multi-year enterprise contracts
