Responsibilities
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.
Essential Job Functions
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 customer 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 customer 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.
• All other duties as assigned
Qualifications
• Ability to align internal strategy to customer 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
• 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 strong command of core client workflows like account opening,
advisory processes, and annuity order entry, and can pinpoint where clients struggle operationally and
clearly explain how 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.
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.
