THE ROLEJob Function: Partner Store Sales
As a Strategic Account Executive you will be focused on selling our Partner Store to some of our larger partner relationships: asset managers and insurance carriers that want to reach our advisor community. This is an individual contributor role, built for a seller who runs complex, executive-level deals from first conversation to signed contract.
The Partner Store is an opportunity for asset managers and insurance carriers to put their funds, models, products, story, brand and philosophy in front of 30,000+ users inside the platform they trust, and see exactly which advisors build proposals with them. The product is marketing access plus data, paid for out of a distribution or marketing budget, not software seats
WHAT YOU'LL BE WORKING ONYou will own the full sales cycle for asset managers and insurance carriers, from target account strategy through close.
- Build and run a named-account plan for asset managers and insurance carriers, and generate at least 50% of your own pipeline through outbound outreach, industry events, and your network.
- Sell to multiple stakeholders, from distribution and marketing leaders to product, strategy and C-suite sponsors, and build champions inside each account.
- Learn each prospect's distribution and advisor-engagement goals, and show how the Partner Store and the wider Nitrogen platform help them reach those goals.
- Lead executive-level discovery and online demos of the Nitrogen platform and Partner Store, tailored to each account.
- Guide deals through compliance, legal and procurement review, and negotiate pricing and contract terms.
- Manage sales cycles of 1-2 months for smaller asset managers, and up to 9 months, for larger asset managers and keep Salesforce current so pipeline and forecast stay accurate.
- Work with Product, Marketing and Customer Success to shape partner offerings and set up new partners for success.
- Meet or exceed your quota, with target deal sizes of $20k - $60k ARR range.
Requirements- 5+ years of SaaS solution selling experience in a closing role, including at least 2 years selling to enterprise or strategic accounts.
- A track record of closing complex, multi-stakeholder deals in the $50k + range, with sales cycles of 3-9 months, and executive-level buyers.
- Experience selling to, or within, asset managers, insurance carriers, or comparable financial services firms, with familiarity of annuity and life products (FIA, RILA, MYGA, Fee based, Variable), and how they're distributed: IMOs, broker-dealers, wholesalers and and advisor marketing.
- An existing network of contacts at asset managers and insurance carriers.
- Experience guiding deals through compliance, legal and procurement review at regulated institutions, and negotiating custom contract terms.
- Proven ability to self-generate pipeline in a named-account, top-of-funnel motion, and a history of winning net new logos.
- Adept at value-based selling, able to link a product to a buyer's business objectives and quantify the impact.
- Strong written, verbal and presentation skills, including confidence presenting to C-suite and VP-level audiences.
- Ability to learn new technology quickly and ramp fast.
- Comfort in a fast-paced environment with little bureaucracy, where teammates hold each other accountable.
- Willingness to travel 25%, confirm for industry events and customer meetings.
Bonus Points- Experience selling to advisors, wealth management firms or broker-dealers, or at a fintech or wealthtech company.
- A history of closing deals larger than the target range above.
Lesser experience may result in lower compensation and greater experience may result in greater compensation than the stated range.
Pending experience level the expected total compensation range for this position is $90k-$100k Salary plus Incentive Compensation (Total OTE range of $180k-$200k).
BenefitsFinancial Benefits & Perks
- 4% 401(k) Match. Our employees invest so much in our company and we love getting to invest in them. The company will match your contributions dollar-for-dollar, up to 4% of your total annual compensation.
- Free Financial Planning Services. By working at a financial technology company, you get the benefit of fantastic financial advice. This is offered to all employees wanting expert guidance on how to handle their money.
Health & Family
- Medical, Dental & Vision insurance plans. We want to help keep you (and your family) healthy! Comprehensive health insurance options for you & your family.
- Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA) available depending on chosen medical plan. We know that investment risk isn't a one-size-fits all and neither are your health savings options!
- Generous maternity & paternity leave for either the birth or adoption of a child. Mom's & Dad's need time with their new family members!
- Discounted pet insurance available. Pets are family too!!
Time Away & Culture
- 3 weeks vacation & 1 week sick time per year.Take the time you need for fun or simply time to recover from not feeling well.
- 11 paid company holidays per year. Enjoy your time off; you deserve it!
- Remote & in-person team building activities help our employees stay connected and engaged. We absolutely love to hype our people up!
- Company wide meetings held by our CEO benefit all employees by keeping everyone in the loop. We are one team, and we tackle projects together.
- Employee development is our priority. From leadership training, to mentorship, to industry resources, we care about progressing you in your career.
WANT TO KNOW MORE?While you can learn a lot from a job description, you may have more questions, and that's totally okay! We encourage all individuals interested in working at Nitrogen to learn more about us by checking us out on our website and social media platforms:
