Sr. Account Executive - Strategic - job 1 of 4

As a Senior Account Executive - Strategic at Addepar, your main responsibilities revolve around developing a strategic sales plan, managing lead qualification, and prospecting new client relationships within designated accounts in the finance industry. You will be focusing on Registered Investment Advisers (RIAs), family offices, and private banks, driving new ARR growth. A significant part of this role also includes some travel (40-50%) for client meetings and marketing events.

To excel as a Senior Account Executive - Strategic at Addepar, you should ideally have over four years of software sales experience, particularly within the wealth management or finance sectors. Familiarity with SaaS products, direct experience with Salesforce, and strong interpersonal communication skills are essential for success in this role. A Bachelor's degree will significantly enhance your candidacy.

At Addepar, we embrace a culture of learning and development. As a Senior Account Executive - Strategic, you will have opportunities for continuous professional growth, training, and collaboration with cross-functional teams. We encourage new ideas and innovative solutions, allowing you to broaden your skills in sales techniques specific to the finance sector.

The salary for a Senior Account Executive - Strategic at Addepar ranges from $129,000 to $161,000, depending on factors like experience and location. Beyond base salary, you will also receive bonus opportunities and equity, along with a comprehensive benefits package. Your recruiter will provide more details based on your preferred work location during the hiring process.

A successful Senior Account Executive - Strategic at Addepar is characterized by strong sales acumen and a proven track record of exceeding quotas. Excellent verbal and written communication skills, the ability to build relationships, and experience conducting product demos are critical. The ideal candidate thrives in a fast-paced environment and demonstrates a commitment to client success and teamwork.

Building relationships is about understanding client needs and delivering tailored solutions. Start by listening actively and asking insightful questions. Show your knowledge of their business and how your product can add value, and maintain consistent follow-up and communication to cultivate trust.

Use this opportunity to detail a specific example. Describe the approach you took, the strategies you implemented, and the final outcome. Highlight how your efforts led to tangible results, and reflect on what you learned from the experience for future sales.

Effective lead qualification begins with clearly understanding your ideal customer profile. Discuss techniques like using BANT (Budget, Authority, Need, and Timeline) or MEDDIC (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion) to filter leads, ensuring you're focusing on those most likely to convert.

Managing a sales pipeline requires organization and prioritization. Regularly review your pipeline's status, identify which deals need follow-up, and ensure you keep notes on each client’s needs and next steps. Utilizing Salesforce to track progress and deadlines will help keep you informed and prepared.

Focus on your specific experiences involving SaaS products. Explain how you navigated challenges in the finance industry, particularly around compliance and security. Share successes you’ve achieved and how you communicated SaaS benefits to potential clients.

When creating a strategic sales plan, I consider market trends, client needs, competitive landscape, and your target audience's behavior. It is essential to set clear goals and key performance indicators, align tactics with overall company objectives, and continuously revise based on performance metrics.

Handling objections is all about empathy and understanding. Listen to the client's concerns, acknowledge them, and provide insights or counterpoints based on your expertise and data. This shows that you value their perspective, paving the way to guide them toward a solution.

Research is integral to understanding your client's industry, identifying their pain points, and tailoring your pitch. Highlight how you've utilized research to not only uncover information about your prospects but also to anticipate their needs and position your solution effectively.

In sales, setting personal and team goals can help maintain motivation. Celebrate small wins, seek peer support and engage in continuous learning. Sharing best practices helps create a positive environment, driving collective motivation and performance.

Teamwork plays a crucial role in achieving sales objectives. Emphasize the importance of collaboration, whether through sharing leads, conducting joint calls, or learning together. A strong team dynamic can lead to higher success rates and a more supportive work environment.