Founded in 2017, Trust & Will is the leading digital estate planning platform, trusted by over one million users. We provide modern, accessible solutions to help families protect their legacies with attorney-approved, legally valid documents tailored to individual state requirements. Our seamless online platform simplifies the estate planning and settlement process, empowering individuals to create wills and trusts while also partnering with financial advisors, attorneys, and institutions to make legacy planning more inclusive and affordable.
If you would like to join us, we are looking for an Account Executive who will help us continue to scale our financial advisor offering to some of the largest advisory firms nationwide.
About You:
You’re a skilled SaaS sales professional with experience owning a full-cycle sales process and closing new business. You’re comfortable with outbound prospecting, managing multiple stakeholders, and bringing a consultative approach to selling. You’re driven by metrics and motivated by the opportunity to work on high-impact deals in a growing segment.
You thrive in mid-market and emerging enterprise sales, especially with clients in complex or regulated industries. You’re proactive in building a pipeline, clear in your communication, and intentional about setting your deals up for long-term success.
While you don’t need to be in a formal leadership role, you naturally operate with a team-first mindset—sharing best practices and helping elevate others through example. You’re confident in your ability to mentor junior peers and support a culture of excellence as we scale.
In this role, you’ll focus on identifying and developing new mid-market opportunities within the RIA and Broker-Dealer space, helping us increase market share and land some of the largest potential new partners. Reporting directly to the Head of Advisor Sales, you’ll have a direct impact on sales strategy, execution, and revenue growth, setting the foundation for long-term success.
About the Role:
- Identify and engage top mid-market firms with the highest revenue potential.
- Research and strategically approach key contacts, leading outbound efforts to generate high-value opportunities.
- Own the full sales cycle—from first touch to signed contract and initial rollout.
- Sell with a consultative approach, uncovering prospect pain points and tailoring value-based solutions.
- Meet and exceed quarterly and annual revenue targets.
- Deliver impactful demos that speak to business value and align multiple stakeholders.
- Act as a peer mentor and example, sharing insights and sales approaches with less experienced AEs.
- Operate with an ownership mindset, proactively refining your sales motion and collaborating on team strategy.
- Accurately forecast pipeline and report on key sales metrics.
- Collaborate cross-functionally with Leadership, Marketing, Product, and Member Success to ensure alignment and impact.
- Represent the company at virtual and in-person events with up to 15% travel required.
Qualifications
- 3–8 years of SaaS sales experience, in a full-cycle role closing mid-market or enterprise deals.
- Proven experience driving pipeline through outbound prospecting and self-sourced opportunities.
- Strong understanding of how to navigate complex deal cycles with C-suite and senior stakeholders.
- Consultative sales expertise—skilled at uncovering needs and presenting solutions in a compelling way.
- Experience in forecasting pipeline and managing a healthy deal flow in a CRM.
- Familiarity with contract negotiation, pricing strategy, and aligning cross-functional teams around the close.
- Prior experience selling into regulated industries (e.g., Wealth Management, Fintech, Healthcare) is a plus.
- Excellent verbal and written communication skills.
- Self-starter mentality—comfortable working in a fast-paced, evolving environment.
- Team-oriented and eager to support a strong, collaborative sales culture.
- This position is available to candidates residing in the following states only: California (CA), Colorado (CO), Florida (FL), Georgia (GA), Idaho (ID), Illinois (IL), Maryland (MD), New Jersey (NJ), New York (NY), North Carolina (NC), Pennsylvania (PA), Texas (TX), Vermont (VT)
Bonus Points for:
- Experience working in a high-growth SaaS startup, particularly in the WealthTech space.
- A track record of thought leadership—engaging in industry conversations via LinkedIn, conferences, or podcasts.
- Familiarity with multi-channel sales strategies, including partnerships and account-based marketing.
Employee Benefits & Perks:
- Compensation: Salary + Equity
- Our OTE range for this position is $115,000 - $135,000. In addition to compensation, we also include an employee equity package as a component of our offer, along with other benefits and perks outlined below.
- PTO
- Flexible time off that you are encouraged to use
- Generous paid company holidays and breaks throughout the year
- Monthly friends & family day
- Paid time off to volunteer in your community
- Health and Wellness Benefits
- Fantastic health benefits, including medical, dental, vision, life insurance, and generous parental leave
- Financial wellness benefits (Equity & tax advisory support, financial coach support, and employer-sponsored 401k with an employer match)
- Guest speakers & reimbursement for learning opportunities
- Extra
- Flexible work schedule + hours
- Family-friendly work environment. We support the complexity of a remote world with the needs of families
- Optional company-sponsored events and travel throughout the year
- $500 Work from home stipend + Apple accessories
About Trust & Will:
- We are a remote-first company, giving our employees the flexibility they need to work in an environment that best suits their needs. Our hiring process is also conducted virtually unless otherwise noted. We are a company that was founded in San Diego, CA, and offer a collaborative co-working space that is available for you to use if you'd like but not required.
- We are proud to be a certified B Corporation, using business as a force for good. We are committed to building a healthy, sustainable, and engaging working environment for all employees, their families, and communities. We publish an annual impact report to outline our positive contributions to our world and set an example for all employers.
- Trust & Will's mission is to help every family leave their legacy through affordable, accessible estate planning. That starts with the people we hire and the ways in which we support the development of their unique talents and capabilities. We are committed to prioritizing ways to make our company and industry more inclusive. This means we must be revolutionary in the way we value diversity to revolutionize our business sector. At Trust & Will, everyone has a seat at the table and space to be their authentic selves because only in a company that is inclusive and diverse can we truly stand in our members' shoes.
Originally posted on Himalayas
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