The Head of Advisor Sales is a key member of the Business Development team, leading all sales efforts, consistently delivering Annual Recurring Revenue (ARR) targets in the advisor segment, targeting opportunities with up to 25-30 advisor users across banks, broker dealers, insurance companies, RIAs, and trust companies. These opportunities generally range from $2,500 – 50,000 ARR per opportunity.
This senior leader is responsible and accountable for leading the company’s efforts to aggressively drive market penetration and ARR of new relationships as well as proactive growth of existing advisor relationships and offices both on a standalone basis and also within existing Enterprise relationships, working closely with internal and, where appropriate, external business partners.
Our product line is quickly expanding beyond eMoney’s core planning toolset to include other software solutions such as marketing /business development, performance measurement, proposal generation, fee billing, and likely other elements of the advice delivery tech stack. The leader is responsible for simplifying the complex to enhance the efficiency of the sales machine while evolving from being a single product sales team to a multi-solution distribution platform. The leader will assess current sales methodologies and team structure and implement necessary adjustments in order to optimize performance. S/he will also build the infrastructure and incentives to facilitate further aggressive growth.
Our source of leads and business development opportunities are also expanding quickly as a result of a reinvigoration of leadership, creativity and capabilities of our Marketing organization, as well as the evolution of affiliates within the Fidelity family as sources of leads for eMoney. The leader is responsible for working closely with the Marketing, Sales Enablement and affiliated teams to optimize demand gen conversions to successful realization of ARR.
This leader must have an appropriate balance of strategic insight, analytic acumen and execution bias, while also demonstrating strong communication, collaboration and leadership skills to inspire the team to achieve new levels of success in an increasingly complicated business system with an unrelenting focus on growth, customer and associate/team success. The leader will bring deep operational experience to build and scale the sales teams, driving net new logo deals and shifting the organization to a higher volume sales model.
The leader is also responsible for the professional- and skill-development of the Advisor Sales team, building a professional sales culture and team that fully exploits resources available to realize success.
Drive Business Results
Maximize the potential of direct to advisor sales of eMoney planning and wealth management products and services, generating consistently growing new ARR, $20M+ per year
Drive aggressive market penetration of new relationships, as well as proactive growth of existing advisor relationships
Strategically manage the introduction and sales of new product and services to both existing clients and new relationships, in tight coordination with Marketing, Product, Training and Service teams
Working with Sales Enablement, Marketing and Product teams, understand target customer needs, develop playbooks and accurately articulate eMoney’s value proposition with key decision makers and economic buyers
Develop and implement best practices to maximize pipeline creation, pitches and wins
Leverage deep operational experience to build and scale the sales teams, driving net new logo deals and shifting the organization to a higher volume sales model.
Advance Sales Practices and Capabilities
Assess current sales methodologies and team structure and implement necessary adjustments in order to optimize performance. S/he will also build the infrastructure and incentives to facilitate further aggressive growth.
Lead and coach Advisor Sales Managers in all phases of the selling process to achieve agreed upon targets and performance metrics
Develop and coordinate the selling methodology, activities and reporting
Actively participate with Marketing in the creative discussions and planning of the marketing strategies and programs targeted at the segment
Analyze and evaluate the effectiveness of sales, methods, costs and results, evolving and adapting as appropriate
Foster a culture of progressive professional and personal development and mentoring of the sales team
Demonstrate Leadership and Business Acumen
Contribute actively in on-going informal and formal dialogue and feedback processes with Product, Marketing, Technology, Client Service and Training to advance the product and service roadmap
Identify ideas for introducing new products, services, and partners with the goal of increasing client retention and client growth
Demonstrate strategic thought leadership and executive presence by consulting with clients and industry experts, developing and advancing eMoney’s point of view in the fin tech and wealth management industry through social media postings and speaking at industry conferences
Collaborate with firm senior leadership to develop multi-year business plans
Represent the company at industry events and programs, as well as at various community or other business meetings to promote the company
Bachelor’s degree required; Masters/advanced degree preferred
12+ years of experience in a senior-level high velocity, high volume sales management role
Deep experience with data-driven direct sales in tight alignment with marketing and enterprise partners
Demonstrated experience and success in a dynamic SaaS environment
Prior success aggressively growing revenues at scale
Demonstrated experience managing sales teams at scale, driving behaviors within a sales organization that result in significant ARR growth
Track record of operational excellence in establishing a high performing and predictable sales engine
Success introducing innovative performance metrics, data analysis, modern sales processes and technologies while holding teams accountable
Incumbent will have demonstrated experience leadership and management experience with multi product, multi-channel transactional software sales
Incumbent will have experience leveraging data and facts to organize and operationalize processes to optimize sales conversions and deliver aggressive ARR targets
Demonstrated success building and implementing actionable plans with detailed timelines and flawless execution
Knowledge and experience with data-driven, analytical sales tools in a SaaS B2B (SMB) context
Broad based knowledge of managing risk and financial aspects for growing a business; able to balance both business and client needs
Demonstrated ability to think and act strategically
Ability to strategize and make decisions in a programmatic way
Ability to focus both on continuing successful sales execution while simultaneously planning for the next stage of growth with a thoughtful approach to building scalable, repeatable programs and processes across a growing team and business
Superior communication skills
Ability to work across all departments, developing and managing constructive relationships internally and externally
Strong leadership skills and team orientation
Demonstrate grace under pressure
Salesforce CRM skills
Advanced Microsoft Office and other collaboration software skills