Sales Team Lead

Estate Guru is building category-defining technology that helps financial advisors, attorneys, and financial institutions deliver estate planning without complexity. We turn a traditionally intimidating legal process into clear, confident decisions about the people and things that matter most. Our platform combines attorney oversight with a guided client experience, enabling partners to offer more value and build deeper client relationships.

We are powering the transfer of wealth for millions of Americans on a single, aligned platform for families, advisors, and institutions. More than a technology company, Estate Guru is creating a new category in estate planning and wealth transfer, built for modern clients and driven by high standards.

As we grow, we’re looking for sharp, human-centered team members who value merit, execution, and accountability. We lead from the front, challenge the status quo, and take pride in doing meaningful work with people who care deeply about quality, integrity, and impact.

• Commission Structure - healthy bonus structure based on meeting sales goals

The Sales Team Lead is a frontline, player-coach sales leader responsible for driving new revenue growth through direct selling while supporting day-to-day execution for the sales team. This role carries an individual quota and helps improve sales consistency by coaching peers, reinforcing pipeline discipline, and establishing a lightweight operating cadence (pipeline reviews, call coaching, and deal strategy). The Sales Team Lead partners cross-functionally with Marketing, Customer Success, Product, and Operations to improve conversion rates and ensure a strong customer experience from first conversation through implementation.

This role will have a healthy bonus structure based on meeting sales goals. This role will work primarily in-office 4 days per week.

• Carry an individual sales quota and maintain a high standard of personal sales execution (discovery, demo, close).
• Serve as a peer leader and player-coach: provide day-to-day guidance, call coaching, and deal support to improve team consistency and outcomes.
• Support onboarding and ramp by sharing best practices, shadowing, and reinforcing talk tracks, qualification standards, and demo expectations.
• Help maintain a healthy, high-accountability sales culture grounded in integrity, learning, and professionalism.
• Maintain disciplined CRM hygiene for your own pipeline; reinforce team standards for stages, next steps, and close dates.
• Support weekly pipeline review and forecast cadence by providing visibility into deal risks, close plans, and pipeline coverage.
• Monitor conversion and pipeline trends; flag gaps early and recommend actions to improve predictability.
• Own a book of business and close new revenue consistently; contribute materially to overall team attainment.
• Support peers with discovery strategy, objection handling, stakeholder mapping, and mutual action plans in complex opportunities.
• Assist with negotiations and approvals as directed, ensuring pricing/terms remain within company guardrails and policies.
• Model ethical, trust-based selling appropriate for an estate planning product and customer audience.

• Help create and improve sales playbooks, talk tracks, qualification criteria, and objection handling to support repeatable execution.
• Partner with Marketing to provide structured feedback on lead quality and conversion; support campaign learnings and messaging refinement.
• Partner with Customer Success to support clean handoffs and incorporate retention/adoption learnings into sales messaging.
• Share customer feedback with Product to support improvements that enhance conversion and onboarding success.

• Strong personal production:
  Consistently meets or exceeds individual targets and serves as a model for sales excellence.
• Improved team execution:
  Team shows measurable improvement in discovery quality, demo consistency, follow-up discipline, and objection handling.
• Pipeline is cleaner and more predictable: CRM hygiene improves and pipeline stages, next steps, and…