Enterprise Account Executive

🔥 17 hours ago

🌵 Arizona, California, +15 more states – Remote

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

💵 $140k - $165k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 0%

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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

• Grow Vanilla's footprint with the largest wealth management firms in the U.S. • Own a portfolio of existing enterprise customers and new-logo targets, with responsibility for new business, expansion, and renewals • Build and execute account plans mapping each firm's structure, decision-makers, and buying process • Lead complex evaluations across executive, advisor, technology, compliance, InfoSec, vendor-risk, and AI governance stakeholders • Build advocacy with advisors and planning teams alongside executive sponsorship • Win competitive evaluations by articulating Vanilla's differentiation for complex high-net-worth and ultra-high-net-worth planning • Structure enterprise agreements, including enterprise license agreements and usage-based models • Partner with customer success and executive sponsors on business reviews, ROI checkpoints, and renewal strategy • Bring customer and market feedback to product and close the loop with customers • Maintain accurate pipeline, forecast, and account activity in Salesforce • Contribute to enterprise go-to-market strategy, messaging, and playbooks • Collaborate with customer success, product, and Vanilla executive sponsors on strategic accounts

🎯 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, including RIAs and aggregators, wirehouses and broker-dealers, banks, and trust companies • 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 within existing customers • 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, tailoring messages to technical and non-technical audiences • Self-starter who thrives in ambiguous, high-growth environments • Experience selling AI-enabled software to regulated financial institutions (preferred) • Familiarity with estate planning, trusts and estates, or advanced planning workflows (preferred) • Established relationships with executives across wealth management firms (preferred) • Experience structuring enterprise license agreements or multi-year enterprise contracts (preferred) • Must be based in one of the listed U.S. states • Must be legally authorized to work in the U.S.; E-Verify participation applies

🏖️ 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