Principal Account Executive (Wealth

Principal Account Executive

The Principal Account Executive operates as a senior enterprise seller responsible for the organization's most complex high-impact opportunities or accounts. Operating with minimal oversight, this role shapes long-term customer or market strategies, influences internal stakeholders, and drives substantial business outcomes.

Industry Knowledge:

• Possesses advanced knowledge of the wealth management industry, including fintech innovation, digital advisory trends, and evolving regulations.
• Deeply familiar with how broker-dealers, RIAs, financial advisors, custodians, and TAMPs operate, how their business models are changing, and what pressures they face.
• Uses this to zero in on the highest-value prospects and work through complex buying structures.
• Has a strong command of core broker-dealer workflows like account opening, advisory processes, and annuity order entry, and can pinpoint where clients struggle operationally and clearly explain how the Company's platform solves those problems.
• Pulls together industry, channel, and product knowledge to build tailored deal strategies that speak directly to what each prospect cares about.
• Drives new business by turning deep expertise into clear, compelling reasons to buy.

Pipeline Development & Opportunity Creation:

• Strategically identify and pursue enterprise-level opportunities and new market entries with significant revenue impact.
• Use AI-driven insights to evaluate enterprise opportunity trends, assess deal and pipeline risk, and inform prioritization of high-impact pursuits and market entry strategies.

Customer Engagement & Relationship Management:

• Lead advanced negotiations and commercial / financial deal structure. Build and sustain executive-level client relationships across enterprise organizations.

Sales Execution & Revenue Accountability:

• Lead enterprise or multi-year sales pursuits with significant revenue impact.

Solution Design & Value Creation:

• Architect complex, customized solutions aligned with enterprise client transformation goals. Understand and articulate how the company solution integrates / complements a wider IT landscape.
• Use AI-enabled analysis to inform the design of complex, enterprise solutions by evaluating customer technology landscapes, transformation priorities, and value realization pathways.
• Serve as an escalation point for complex customer situations.

Pipeline, Data, & Forecasting Management:

• Provide advanced forecasting and strategic deal insight to senior leadership.
• Use AI-enhanced analytics to stress-test pipeline assumptions and forecast reliability.

Cross-Functional Collaboration & Influence:

• Collaborate with other Go To Market Team Members to create a "One Account Strategy" for each account.
• Coordinate product, legal, finance, implementation, and executive stakeholders. Influence roadmaps and priorities through customer insight.
• Leverage AI-based insights to synthesize customer feedback and market signals for internal teams.

Knowledge Development, Leadership, & Organizational Impact:

• Act as a subject matter expert and internal advisor on complex sales and customer challenges.
• Provide strategic input and recommendations to sales and go-to-market strategy through enterprise customer insight, complex deal experience, and market observation

Qualifications:

• Typically requires 10+ years of enterprise or strategic sales experience
• Ability to align internal strategy to client outcomes
• Advanced CRM and analytics proficiency to provide strategic insight, forecasting guidance, and advisory support to leadership
• Advanced executive communication skills to influence and align senior stakeholders
• Enterprise sales expertise and advanced negotiation skills
• Demonstrated success leading complex, multi-stakeholder deals
• Thought leadership and mentoring capability
• Strong financial and commercial acumen

Benefits:

We offer a competitive compensation and benefits package, opportunities for career growth, an employee stock purchase plan, 401(k), generous time off and flexible work/life balance, company-matched retirement packages, an employee wellness program, and an awards and recognition program – all in a creative, fast-growing, and innovative company.