Director of Sales

Job not on LinkedIn

🔥 0 minutes ago

🌵 Arizona, California, +16 more states – Remote

🌵 Arizona – Remote 🏄 California – Remote ⛰️ Colorado – Remote 🦌 Connecticut – Remote 🐊 Florida – Remote 🥔 Idaho – Remote 🌽 Illinois – Remote 🐎 Kentucky – Remote 🦞 Maine – Remote 🏖️ New Jersey – Remote 🗽 New York – Remote 🏈 Ohio – Remote 🍂 Massachusetts – Remote ❄️ Minnesota – Remote 🔔 Pennsylvania – Remote 🤠 Texas – Remote ⛷️ Utah – Remote ☕ Washington – Remote

💵 $175k - $190k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Vanilla

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

💼 Consulting

⚖️ Legal

🏥 Healthcare

💰 $35M Series B - Vanilla on 2024-08

Consulting • Legal • Healthcare

Vanilla is a patented, AI-powered estate planning platform that provides wealth advisors, law firms, and financial professionals with tools to assess client estate health, model tax and trust strategies, and generate legal documents and polished visualizations. The platform includes an estate health check, document builder, scenario modeling (GRATs, SLATs, charitable strategies), and V/AI — an AI-driven assistant for document analysis, data extraction, and planning research. Vanilla is positioned as a B2B SaaS solution that helps advisory firms deepen client relationships, retain and grow assets under management, and streamline estate planning workflows for clients ranging from mass affluent to ultra high net worth.

📋 Description

• Lead Vanilla's mid-market and HNW/family office sales teams, reporting to the CRO • Own revenue, the sales team, and the operating system behind the sales motion • Act as senior sales voice on HNW/family office deals, competitive situations, and escalations • Conduct discovery, multi-threading, executive alignment, and negotiation support • Become fluent in estate planning and engage credibly with advisors, attorneys, and firm leadership • Own competitive positioning and enablement • Bring field feedback to Product using evidence • Install and enforce a single sales methodology • Define qualification and stage exit criteria • Run deal reviews and call reviews using conversation intelligence • Improve win rates and shorten sales cycles • Own pipeline creation through self-sourced, marketing-assisted, partner, channel, and direct outbound motions • Evaluate the AI-driven pipeline engine and recommend whether to rebuild a BDR function • Fix lead management, response SLAs, routing, and inbound follow-through • Own forecast accuracy and CRM hygiene • Run weekly business reviews, monthly pipeline reviews, and quarterly planning • Design territory and coverage models • Partner with Revenue Operations on compensation, quotas, and reporting • Lead, coach, and develop the existing sales team • Build enablement and ramp plans • Manage performance directly and early • Partner with Customer Success on expansion and renewal motions and Marketing on demand generation and content • Deliver segment pipeline coverage, forecast accuracy, methodology adoption, pipeline-generation strategy, competitive win-rate improvement, SLA compliance, higher rep production, and team quota attainment

🎯 Requirements

• 8+ years in software sales with at least 4 years leading quota-carrying reps • Experience selling to wealth management firms, RIAs, family offices, or other financial institutions • Track record of carrying and hitting a number personally before leading others to it • Demonstrated fluency in a named sales methodology, with experience installing it on a team that was not using it • Experience leading a high-velocity motion in the $5K to $15K ACV range with cycles measured in weeks • Experience owning pipeline generation directly • Experience building sales process and infrastructure for a scaling team, including forecasting, stage definitions, and CRM discipline • Strong executive presence with the ability to lead a room of firm principals and CIOs • Bachelor's degree preferred • Working knowledge of estate planning, trust, or tax, or a credible track record of learning a technical domain • Deep network within wealth management, with a track record of opening C-level doors • Experience selling into the HNW and family office segment • Experience launching new products or entering new market segments • Track record of using AI tooling to produce actual pipeline or forecast improvement • Understanding of regulatory and compliance requirements in wealth management, including third-party technology risk review • Track record of leading through varied market conditions • Must be based in one of: Arizona, California, Colorado, Connecticut, Florida, Georgia, Idaho, Illinois, Kentucky, Maine, Massachusetts, Minnesota, New Jersey, New York, Ohio, Pennsylvania, Texas, Utah, or Washington • Must be legally authorized to work in the United States

🏖️ Benefits

• Flexible paid time off policy and 10 company-wide paid holidays • Parental leave, 6 weeks for all full-time employees and up to 14 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 • Variable pay via a sales compensation plan • Equity in the company