Job summary:In this role as Institutional Sales Associate, you will support the growth of FIDx's institutional business across distribution firms, insurance carriers, asset managers, and platform partners. Working alongside members of the leadership team across the organization, you will help move opportunities from first conversation through contract execution and launch, building pipeline, supporting client meetings, and helping position the FIDx platform with broker-dealer home-office audiences.
This is a hands-on, client-facing role within the institutional sales side of the business, for a professional with financial services and wealth technology experience. You should bring a working knowledge of wealth management technology, annuities, insurance, and strong organizational instincts and business acumen, and the appetite to become a credible voice on the FIDx platform. The role carries significant ownership and is best suited to someone who is flexible as client and business demands evolve, manages multiple priorities concurrently, and takes accountability when issues arise, with the judgment and skill to resolve them.
Duties/Responsibilities:- Support senior members of the institutional sales team across the full sales cycle for FIDx's platforms and services, from initial outreach through contract execution and launch.
- Develop and maintain a working command of the FIDx platform, including its integrations, data flows, and underlying technology requirements, so that you can speak credibly with both technical and business stakeholders.
- Help position FIDx as a comprehensive, end-to-end annuity and insurance solution, translating platform capabilities into business outcomes for client firms.
- Build relationships with home-office leadership at assigned firms, including product, distribution, operations, and compliance stakeholders.
- Prepare for and participate in multi-stakeholder client meetings, including product demonstrations, technical discussions, and workflow reviews, as well as agenda, materials, and follow-up.
- Research and generate new opportunities within assigned firm segments.
- Maintain timely and accurate opportunity records, and support pipeline reporting to senior management.
- Partner with internal teams throughout contracting, onboarding, and the transition to implementation, including requirements gathering and integration planning so that client commitments translate into a smooth and timely launch.
- Support carrier and platform partner relationships as needed.
- Represent FIDx at industry conferences, client events, and partner forums.
- Maintain knowledge of annuity products, managed accounts, retirement income, industry trends, and the regulatory environment in which our clients operate.
- Take on assigned firms and individual sales targets with support from senior members of the sales team.
Measures of Success:Success in this role will be measured by both commercial results and professional growth. During the first year, success will include:
- Generating a consistent flow of qualified opportunities within assigned firm segments through targeted outreach, industry events, and carrier, platform, and partner referrals, measured against activity and pipeline goals set with sales leadership.
- Contributing directly to closed business by advancing opportunities through each stage of the sales cycle, from discovery and solution design through contract execution and launch.
- Progressively taking ownership of smaller opportunities while supporting senior leadership on larger strategic accounts and earning responsibility for assigned firms and individual sales targets.
- Building a credible, well-documented pipeline for future revenue, with opportunity records that are timely, accurate, and reliable for forecasting and reporting to senior management.
- Building productive, multi-level relationships with selected broker-dealer prospects and ecosystem partners, including product, distribution, operations, and compliance stakeholders at the home office.
- Developing fluency in the company's platforms, including Insurance Exchange and Insurance Overlays.
- Independently conducting discovery and platform demonstrations for home-office audiences, tailoring each to the firm's business priorities and technical requirements.
- Contributing to, and increasingly leading, the development of proposals and business cases for enterprise opportunities that translate platform capabilities into measurable client business outcomes.
- Ensuring smooth handoffs to internal teams through contracting, onboarding, and implementation so that client commitments translate into timely launches.
- Representing FIDx credibly at industry conferences, client events, and partner forums, and sharing client and market insight that informs product, pricing, and go-to-market decisions.
- Earning the confidence of clients, partners, and internal colleagues as a reliable, knowledgeable voice on the FIDx platform.
Education, Skills, and Experience Required: - Bachelor's degree in Business, Finance, Economics, or a related field
- 4+ years of experience in the financial services industry with exposure to wealth management technology, annuities, insurance, or asset management.
- Interest in owning enterprise-level sales cycles, strategic account plans, and high-value revenue opportunities in a competitive market, with the drive to develop into a relationship owner carrying individual sales targets
- Working knowledge of the annuity and wealth management landscape, with the ability to learn platform technology quickly and translate product capabilities into measurable client business outcomes
- Experience with technical implementations or solution design, such as requirements gathering, workflow design, integrations, testing, and rollout, along with familiarity with APIs, data integrations, single sign-on, and security reviews in enterprise technology environments
- Ability to build relationships with senior stakeholders and to articulate platform value propositions clearly and confidently to sophisticated home-office audiences
- Excellent organizational skills, attention to detail, and follow-through; able to manage multiple workstreams and deadlines in a fast-paced, growth-oriented, client-facing environment
- Proficiency with Salesforce or comparable CRM software, including pipeline hygiene and accurate forecasting
- Strong business acumen, executive presence, communication, presentation, negotiation, and relationship management skills.
- Ability to partner effectively across internal teams and influence product, pricing, solutioning, and go-to-market discussions through client and market insight.
- Highly self-motivated, strategic, and disciplined, with the ability to operate in a fast-paced, growth-oriented, client-facing environment.
- Proficiency with Microsoft Word, Excel, PowerPoint, and Outlook
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Physical Effort & Travel: Up to 50% travel is required with this role.
Position Type & Expected Hours of Work:The work schedule for this position will be primarily Monday through Friday during typical business hours; however, based on the operational needs of this early-stage company, some work outside of typical business hours and during weekends will be required. Our Berwyn office is currently open on Monday, Tuesday, Wednesday, and Thursday with team members working from home on Friday. For those who want to be in the office Monday through Friday, the office is open.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required in connection with this position. This position is classified as Exempt and not eligible for overtime pay.
