Pontera→
Growth Account Executive at Pontera in New York, NY
Job Description
Pontera is a fintech company on a mission to help people retire better. Our software platform enables retirement savers to get the help they need managing their 401(k) and other retirement plan accounts as part of a personalized strategy by their trusted financial advisor.
Pontera is used by financial advisors across the nation– from SMB to Fortune 500 RIA firms, independent broker-dealers, plan custodians, and plan advisors.
Backed by leading venture capital firms including ICONIQ Growth and Lightspeed Venture Partners, Pontera is built by talented individuals who share a dedication to helping people retire with greater security.
Our team is fast-growing and driven to become one of the largest fintech companies in the world. Our culture is built on a people-first principle: in a complex and numbers-driven industry, we never lose sight of the people we serve and work alongside. That’s where you come in.
DESCRIPTION
Pontera is seeking an exceptional Growth Account Executive to join our growing team. This is a high-impact, pure sales role focused on the critical "0 to 5" activation phase of the advisor lifecycle. You will be responsible for guiding new advisors through the initial phase of platform adoption, driving them to reach the foundational milestone of five clients with managed assets.
This role is built for a proactive professional who thrives on "closing focus" and creating urgency. You will manage a named pipeline of individual advisors and advisor teams across all segments and a diversity of firms, utilizing advanced sales methodologies to ensure advisors realize the full economic value of the Pontera platform.
Role Purpose
The primary mission of the role is to accelerate the "0 to 5" client journey. Data shows that an advisor’s likelihood of long-term success and retention (reaching 98%) is highly correlated with the speed at which they reach their first five clients. This role exists to move the curve by turning registered advisors into active, ramped users within their first 90-120 days.
RESPONSIBILITIES
High-Value Advisor Engagement & ‘Closing’
- Onboarding Excellence: Lead high-value onboarding sessions designed to move advisors from general interest to action.
- Planned Meetings & Calls: Conduct structured, goal-oriented scheduled meetings and asynchronous calls to drive immediate advisor activity.
- Urgency Creation: Use the Challenger and SPIN models to create "constructive tension," helping advisors understand the cost of inaction and the benefits of rapid adoption.
Proactive Pipeline Management
- Named Pipeline Ownership: Assume full accountability for a designated pipeline of advisors and teams across various segments.
- Milestone Progression: Track and drive the speed of advisor progression through activation milestones, with a primary KPI of achieving five clients on the platform.
- Outbound Activity: Dedicate approximately 25% of your time to outbound engagement efforts to fill your calendar with high-value meetings and calls.
- Commercial Negotiations: Identifying, negotiating and closing committed asset ‘upsell’ opportunities from your assigned existing customer pipeline in our SMB segment
REQUIREMENTS
- Experience: 3+ years of relevant experience in consultative or solutions selling, business development, or external relationship building.
- Sales Acumen: Proven track record of success as an individual contributor; familiarity with Challenger or SPIN selling is highly preferred.
- Communication: Superlative verbal and written skills, with the ability to lead challenging conversations and influence decision-makers.
- Industry Knowledge: Basic understanding of the financial services industry and RIA/BD, retirement and 401k landscape.
- Mindset: High energy, proactive, and infectious attitude for delivering elite service while driving commercial outcomes.
WHAT WE OFFER
- Compensation: $125,000-$175,000 OTE. 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.