Enterprise Account Executive

Vanilla

. Grow Vanilla's footprint with the largest wealth management firms in the U.S.

Posted 9/25/2026full-timeRemote • United StatesSeniorLead💰 $140,000 - $165,000 per yearWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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