*This post was created on behalf of one of Bravado’s clients.
Our client operates in the wealth management industry in the US, and addresses many long-standing problems within that industry, namely, low technology penetration. 75% of financial advisors do not offer any digital communication beyond emails and 62% of them conduct financial planning manually (for example, in Excel), resulting in a poor client experience and over 70% of a financial advisor’s time spent on non-client facing tasks. Our client is a digital-first platform for financial advisors centered around modernizing human financial advice. Financial advisors who partner with our client leverage the integrated technology platform to help supercharge growth with AI-powered software, sales and marketing automation, and back office workflows. Their proprietary technology empowers financial advisors to help scale revenue faster and spend more time focused on growth.
Location: United States of America (Remote)
About the Role:
The Senior Enterprise Account Executive is a critical role like no other: you will be the second AE on the team responsible for driving revenue growth for our client. As a Series A company, our client has seen dramatic growth over the last six months and the demand from prospective financial advisors has grown exponentially; this role will be responsible for closing the ever-increasing demand and helping them achieve its ambitious revenue growth targets.
You will be directly responsible for driving new revenue. Your role is to bring top producing financial advisors (with an existing book of business) into our client's roster by effectively crafting and selling the value proposition. This will involve a broad range of responsibilities including facilitating the sales process, understanding the nuances of a prospective financial advisor’s business and the value they can drive for them, crafting contracts to achieve business goals for all parties, and influencing the strategic direction of the company by using your insights and data to improve the sales process, provide product feedback, and drive change across the organization. This is not a sourcing role (we have an inbound/outbound SDR team that handles that); the primary focus is on closing.
As an early member of the Go To Market organization, you will also have the opportunity to shape the culture of the organization, develop and refine playbooks, train new team members, and have a broad impact across the company.
Responsibilities
Day to day responsibilities
- Engage with and bring in top producing financial advisors (with an existing book of business) by effectively selling the value proposition
- Work with the SDR team to engage with prospective financial advisors (inbound and outbound) and qualify them to ensure they are a strong fit. Build a relationship with prospects as a business partner and help them understand the different options to achieve their business goals.
- Discern the key pain points that a prospective financial advisor has and tailor the sales process accordingly. Manage and drive the sales process to ensure that prospects are able to understand their holistic value prop and the impact it would have for their business.
- Prepare for and run sales demos (in partnership with members of the Leadership Team) to showcase our technology platform, sales & marketing capabilities, and operational support to prospective financial advisors.
- Understand prospective financial advisors’ pricing/compensation expectations and book of business transferability. Utilize that information to customize the pricing/compensation contracts in order to achieve both the prospective financial advisor’s and their goals.
- Leverage internal tools (Salesforce, Apollo, Gong, Google Drive, Docusign, Slack, Zoom, etc.) and ensure they are up to date based on your sales activity.
- Proactively identify opportunities utilizing data and tools to improve the sales process, increase conversion rates, decrease sales cycle time, and share feedback to uplevel the entire Growth team.
- Prepare for and engage in regular business review discussions with the Leadership Team to share pipeline data, learnings, and next steps. Provide forecasts across your current pipeline and projections for future quarters.
Nuances for this role
- This is a quota carrying role. Our client's deal size is anywhere from $200k to $1M+ ARR, with an average time to close currently at less than two months.
- This is a more humanized sale than your average technology sales process as you are dealing directly with decision makers. You can think of every financial advisor as the CEO of their own business — with that comes a heightened degree of empathy needed to be successful in the sale, but also the ability for quick decisions.
- Think about a top producing financial advisor who’s been with a firm for 10+ years. Their personal and professional identity is often wrapped up in that firm’s brand. Successfully educating a financial advisor and facilitating a move from their prior firm takes outstanding patience, listening, agility, and ultimate focus to get the deal done.
- The equally demanding need for high IQ and EQ in this role has resulted in an incredibly high performing and driven team of diverse backgrounds.
Qualifications
Must have
- 5+ years of relevant sales experience in quota-carrying roles (2+ years as an Account Executive).
- 2+ years of experience at a high growth tech startup.
- Experience with deal sizes of $200k to $1M ARR.
- Experience working with deal cycles ranging between 1-12 months.
Nice to have
- One of the first 5 account executives at a high growth startup.
- Proficiency with revenue-related technology solutions, such as CRM (e.g., Salesforce), and sales and marketing tools (e.g., Apollo, Outreach.io, Gong, Orum).
- Experience recruiting individuals either through a staffing agency or as a corporate recruiter.
- Experience selling in the Financial Advisory / Wealth Management space (RIA, broker-dealer, bank).
Qualities
- Problem solving: Strong problem-solving and analytical skills, capable of thinking on your feet to handle objections in real time, and able to interpret non-verbal cues to drive the sales process forward.
- Communication: Incredible communications and collaboration skills to work effectively across cross-functional teams. Phenomenal presentation and storytelling skills that can distill a firehose of information into a cohesive and inspirational story.
- Fast learner: Track record of quickly learning and leveraging various pieces of software, third-party vendors, and other resources to get the job done. You thrive in an ambiguous, fast-paced environment with limited guidance while handling several deadlines simultaneously.
- Ownership mindset: Self-starter, low ego attitude, willing to roll up your sleeves and sweat the details, and have an incredible ownership mentality to get the job done.
- Strategy: Strategic operator that has experience critically thinking about and executing at both the 30,000 foot level and boots on the ground; you are comfortable at and know when to be at both of these levels.
- Leadership: You want to help shape the culture of the company and help us to build and scale a best-in-class team. You have the ability to hold others accountable and provide direct, constructive feedback, no matter their seniority in the company.
Benefits
- Competitive salary and equity package — total annual compensation (base salary + quota-based commissions + equity) will be between $201,274 and $301,477 of which base salary will be between $100,637 and $131,287
- Unlimited PTO + paid company holidays
- Access to best in class medical, dental, and vision plans
- Company 401(k), Commuter, and HSA/FSA plans
- NYC office in the heart of Manhattan
- Lunch, dinner, and snacks provided in the office
- Parental leave coverage (8 weeks) and support (Cocoon)
- Access to virtual mental health care (Spring Health), vision related benefits (XP Health), and health concierge (Rightway) to help you find the right care
- Access to counseling for stress management, dependent care, nutrition, fitness, legal, and financial issues (Guardian WorkLifeMatters EAP)
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