Mid-Market Account Executive

DESCRIPTION

As a Mid-Market Account Executive, you will lead the sales process for some of the fastest growing and disruptive Broker-Dealers and RIAs in the space (50+ financial advisors). You will be in a high-impact role with CEO-level visibility, tasked with bringing in clients capable of changing our company's trajectory.

This job is being made available at an incredibly important time in Pontera's trajectory, and there are many reasons it's a great opportunity: a product with an immediate, measurable revenue impact for the client (share of wallet growth), a massive addressable market, and dominant category leadership in professional 401(k) management. There is a ton of greenspace. And we are looking for someone with grit, resiliency, and professionalism to capture this incredible opportunity.

RESPONSIBILITIES

• Lead multi-threaded sales processes across C-Suite, Compliance, InfoSec, Legal, and Field Leadership. You own the deal from initial conversation through negotiation and close.
• Map the buyers of our prospects. Understand the goals, plans, timeline, organizational structures, and personal motivations of your counterparts.
• Build and provide clients and prospects with detailed proposals and presentations personally.
• Partner with BDRs to win meetings with key decision makers and learn about the goals of your target organizations.
• Partner with Solution Consultants (SCs) to assist in technical discovery and build an instance of Pontera that works for your client's needs.
• Partner with Relationship Managers (RMs) during late-stage negotiations to hand off a structured rollout plan, ensuring seamless advisor adoption post-close. All signed firms have a plan to use Pontera across their organizations (are "Growth Ready").
• Navigate risk, InfoSec, and compliance reviews of firm's vetting Pontera (SEC, ERISA, SOC 2, custodial data privacy) and know when to deploy your internal Legal & Compliance SMEs.
• Strive to continuously improve your sales process, demonstrating a willingness to test, learn, and implement best practices.

REQUIREMENTS

• 5+ years experience in a new business and/or account management role within financial services, wealth management, or Fintech B2B SaaS
• Minimum 2 years of direct closing experience
• Experience negotiating and closing deals with a decision making committee of 3-5 people or larger
• Experience selling into an evolving regulatory ecosystem
• Track record of consistent quota attainment
• Proven track record of self-sourcing 50%+ of pipeline through targeted account-based prospecting, industry events, and personal networks
• A sense of urgency and professional persistence, capable of bringing deals to a close
• Excellent verbal communicator with a demonstrated ability to effectively interact directly with C-level audiences
• Excellent writer with experience building and co-authoring business cases with client Champions
• Excellent relationship builder, capable of winning buy-in from internal and external stakeholders
• Highly collaborative, organized, and process-driven
• Self-starter with ability to work in a fast paced, changing environment
• Familiarity with Salesforce, Gong, Monday.com, and Slack
• Examples of Chat GPT, Claude, Gemini, etc being used to build account plans, org charts, and handle organizational/administrative work more quickly

WHAT WE OFFER

• Compensation: Annual OTE Range: $185,000-225,000 (50% base/ 50% variable). This range reflects multiple levels of experience for the role. Individual OTE will be determined based on relevant experience, skills, and the level at which the candidate is hired.
• Team Culture: A collegial, collaborative, fun work environment with frequent team events.
• Equity: All new hires are eligible for equity grant participation.
• Healthcare: Comprehensive & affordable insurance benefits with a variety of plan options.
• Retirement: 401(k) with employer match & employer-sponsored access to a retirement advisor.
• Family Benefits: Paid parental leave & reimbursement program for family planning services (such as fertility treatments, adoption, or surrogacy).
• Professional Development: Sponsored learning & development program (to cover classes, certifications, and more!).
• Food Perks: Fully stocked kitchen & lunch reimbursement program.
• Work Flexibility: Hybrid In-Office Tues/Weds/Thurs and WFH Mon/Fri with 5 Work From Anywhere weeks per year

Pontera is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.