Principal Account Executive (Wealth)

About the role

As a global market leader, iPipeline combines technology, innovation, and expertise to deliver ground-breaking, award-winning software solutions that transform the life insurance, financial services, and protection industries. With one of the industry’s largest data sets, we help advisors and agents transform paper and manual operations into a secure, seamless digital experience—from proposal to commission—so they can better secure the financial futures of their clients.

At iPipeline, you’ll play a major role in helping us provide best-in-class, transformative solutions. We value different perspectives and are committed to creating an environment that embraces diverse backgrounds and fosters inclusion. This is an office-based position that could be remote if outside an office location.

Responsibilities

• Industry Knowledge:
  • Possess advanced knowledge of the wealth management industry, including fintech innovation, digital advisory trends, and evolving regulations.
  • Deeply familiar with how broker-dealers, RIAs, financial advisors, custodians, and TAMPs operate, their changing business models, and the pressures they face.
  • Use industry expertise to identify high-value prospects and navigate complex buying structures.
  • Understand core broker-dealer workflows (e.g., account opening, advisory processes, annuity order entry) and articulate how iPipeline’s platform solves operational challenges.
  • Build tailored deal strategies by combining industry, channel, and product knowledge to address prospect-specific needs.
• Pipeline Development & Opportunity Creation:
  • Strategically identify and pursue enterprise-level opportunities and new market entries with significant revenue impact.
  • Use AI-driven insights to evaluate enterprise opportunity trends, assess deal and pipeline risk, and prioritize high-impact pursuits.
• Customer Engagement & Relationship Management:
  • Lead advanced negotiations and structure commercial/financial deals.
  • Build and sustain executive-level client relationships across enterprise organizations.
• Sales Execution & Revenue Accountability:
  • Lead enterprise or multi-year sales pursuits with significant revenue impact.
• Solution Design & Value Creation:
  • Architect complex, customized solutions aligned with enterprise client transformation goals.
  • Articulate how iPipeline’s solutions integrate with and complement broader IT landscapes.
  • Use AI-enabled analysis to evaluate customer technology landscapes, transformation priorities, and value realization pathways.
  • Serve as an escalation point for complex customer situations.
• Pipeline, Data, & Forecasting Management:
  • Provide advanced forecasting and strategic deal insight to senior leadership.
  • Use AI-enhanced analytics to stress-test pipeline assumptions and forecast reliability.
• Cross-Functional Collaboration & Influence:
  • Collaborate with Go-To-Market teams to create a "One Account Strategy" for each account.
  • Coordinate with product, legal, finance, implementation, and executive stakeholders.
  • Influence roadmaps and priorities through customer insights.
  • Leverage AI-based insights to synthesize customer feedback and market signals for internal teams.
• Knowledge Development, Leadership, & Organizational Impact:
  • Act as a subject matter expert and internal advisor on complex sales and customer challenges.
  • Provide strategic input and recommendations to sales and go-to-market strategy based on enterprise customer insight and market observation.

Requirements

• Typically requires 10+ years of enterprise or strategic sales experience.
• Ability to align internal strategy with client outcomes.
• Advanced CRM and analytics proficiency to provide strategic insight, forecasting guidance, and advisory support to leadership.
• Advanced executive communication skills to influence and align senior stakeholders.
• Enterprise sales expertise and advanced negotiation skills.
• Demonstrated success leading complex, multi-stakeholder deals.
• Thought leadership and mentoring capability.
• Strong financial and commercial acumen.

Benefits

• Competitive compensation and benefits package.
• Opportunities for career growth.
• Employee Stock Purchase Plan (ESPP).
• 401(k) with company match.
• Generous time off and flexible work/life balance.
• Employee wellness program.
• Awards and recognition program.