Account Executive (Broker Segment)

Tcp Advisors; Allentown (Lehigh County); On-site; USD 100,000 - 150,000; Full time

Benefits offered by this job

Medical, dental, vision coverage

401(k) with matching

Generous PTO

Leadership growth opportunities

Job summary

Andesa, a leading policy lifecycle provider, is seeking an Account Executive focused on the broker channel to drive new business in Advanced Markets and NQDC. You will identify, engage, and convert opportunities while building relationships with brokers and distribution partners.

You’ll own the go-to-market strategy, develop territory plans, manage a robust pipeline, and lead deals from discovery to closing. This is a hunter role with travel 25-40% and a pathway to leadership as we scale.

Qualifications

• 5+ years in enterprise sales or account management with a track record of new business.
• Strong consultative selling skills and ability to translate complex concepts into business value.
• Excellent presentation, negotiation, and written communication skills.
• Proven ability to build long‑term, B2B relationships and partnerships.
• Strong business acumen in sales planning, forecasting, and execution.
• Willingness to travel approximately 25–40% of time for broker visits, client meetings, and industry events.
• Bachelor’s degree required.

Responsibilities

• Own broker-focused go-to-market strategy and pipeline development.
• Develop account plans for high-value brokers and strategic prospects.
• Conduct outbound outreach — including cold calls, email sequences, and event-based networking — to generate new opportunities.
• Educate brokers on our NQDC plans and related solutions.
• Lead full sales cycle from discovery to proposals and closing.
• Build and manage a pipeline of broker relationships and drive new business.
• Maintain accurate pipeline data, forecasting, and CRM activity.
• Represent Andesa at industry events and partner networks.
• Collaborate with internal teams on pricing and demos.

Skills

Consultative selling

Presentation skills

Negotiation

B2B relationships

Sales forecasting

Travel willingness

Education

Bachelor’s degree

Job description

About Andesa

Andesa is the leading provider of policy and plan administration solutions in the Advanced Markets space, including policy transaction management and NQDC recordkeeping. These solutions simplify the ongoing administration of both complex life insurance and annuity products in BOLI, COLI, ICOLI, and Private Placement and a wide range of NQDC plan types. Using market and product expertise, configurable capabilities for complex products, and security and reliability at scale, Andesa improves speed to market and empowers carriers and brokers to serve high-value markets with confidence.

In late March 2026, Terminus Capital Partners, an Atlanta based private equity firm focused on enterprise software companies, acquired a majority stake investment in Andesa to accelerate growth and increase investment in technology modernization, platform capabilities, and long-term innovation, while preserving the company's client-centric culture and operational continuity.

The hiring of an Account Executive builds on this momentum and reflects Andesa's commitment to invest in the people, processes, and platforms behind its policy lifecycle and plan administration solutions.

The Opportunity

This is a high‑impact opportunity to join a growing go‑to‑market team and drive new revenue and expand Andesa’s presence in the broker ecosystem.

As our Account Executive focused on the broker segment, you will be responsible for identifying, engaging, and converting new business opportunities, as well as building relationships with brokers, consultants, and distribution partners who influence Advanced Markets and NQDC plan administration decisions.

You will ultimately inherit a few brokers as a book of business to farm and expand, but this is a primarily hunter sales role. You will be developing territory plans, building your own pipeline, and opening doors with brokers and strategic partners who may be unfamiliar with Andesa’s NQDC plan administration capabilities.

This role is ideal for a sales professional who thrives on prospecting, relationship‑building, and creating momentum in underdeveloped markets.

What You’ll Own

You will be the primary driver of new business within the broker segment — responsible for pipeline creation, deal execution, and market expansion.

Broker & Prospect Development

• Execute a broker‑focused go‑to‑market strategy and sales process targeting Advanced Markets and NQDC distribution partners
• Develop account plans for high‑value brokers, consultants, and strategic prospects
• Conduct proactive, outbound outreach — including cold calls, email sequences, and event‑based networking — to generate new opportunities
• Research broker firms, market trends, and client needs to identify whitespace and position Andesa’s solutions effectively
• Establish strong relationships with key decision‑makers and influencers across target firms

Sales Execution & Deal Management

• Lead prospects through the full sales cycle: discovery, solution alignment, demos, proposals, contracting, and handoff to implementation
• Build and manage a pipeline of broker relationships, driving new business and expanding existing partnerships.
• Educate brokers and their plan sponsor clients on our administration capabilities for nonqualified deferred compensation (NQDC) plans, executive benefits, COLI/BOLI-funded arrangements, and related solutions.
• Tackle technical validation or software demonstrations of Andesa’s platforms and articulating how they modernize operations in Advanced Markets and unlock value for brokers
• Partner with internal teams to scope solutions, tailor demos, develop pricing strategies, and deliver compelling proposals
• Own RFP/RFI responses, coordinating cross‑functional contributors to deliver complete and timely submissions
• Ability to communicate Andesa’s value proposition clearly and persuasively

Market Expansion & Strategic Insight

• Identify opportunities to expand Andesa’s presence within broker networks and adjacent markets
• Provide market intelligence to Product and leadership teams to inform roadmap priorities and platform enhancements
• Represent Andesa at industry events, conferences, and broker‑focused forums
• Collaborate with Marketing and Customer Success to ensure alignment across the broker channel

Administration & Performance

• Meet or exceed established sales quotas and activity targets
• Develop and refine pricing strategies across markets and product types
• Maintain accurate pipeline data, forecasting, and activity tracking within the CRM

Requirements

Must have

• 5+ years in enterprise sales or account management, with a strong track record of new business generation
• Strong consultative selling skills and the ability to translate complex plan design and tax concepts into clear business value.
• Excellent presentation, negotiation, and written communication skills.
• Proven ability to build long‑term, B2B relationships and partnerships
• Strong business acumen in sales planning, forecasting, and execution
• Willingness to travel approximately 25–40% of time for broker visits, client meetings, and industry events.
• Bachelor’s degree required

Nice to have

• Demonstrated success in one or more of the following: executive benefits, NQDC plans, retirement plan administration, life insurance–funded executive benefit strategies, or high-net-worth financial planning.
• Knowledge of Advanced Markets non‑qualified plan administration
• Experience selling Enterprise SaaS or technology‑enabled services into broker or consultant channels
• Existing relationships within the Advanced Markets or NQDC broker ecosystem
• Working knowledge of ERISA, IRC Section 409A, and the tax and regulatory frameworks governing deferred compensation.
• Direct experience selling to—or selling through—insurance brokers, benefits consultants, RIAs, or wirehouse advisors.
• Background in complex, multi-threaded B2B sales cycles with multiple stakeholders
• Familiarity with plan administration, policy administration, or related operational workflows

What Success Looks Like

• First 30 days: Develop a strong understanding of Andesa’s products, broker ecosystem, and competitive landscape. Territory and named account plan drafted.
• First 90 days: Active outbound motion underway. Early broker meetings secured. Pipeline beginning to form across target prospects and accounts.
• First 6 months: Consistent pipeline generation. First deals progressing through late‑stage cycles. Strong broker relationships established within target accounts.

Benefits

What We Offer

• Starting base salary range of $100,000-$150,000 depending on experience level with an annual on-target earnings (OTE) of $200,000-$300,000 driven by sales performance.
• Comprehensive medical, dental, and vision coverage for employees
• 401(k) retirement plan with competitive employer matching contributions
• Generous PTO program with annual allocations based on years of service
• The opportunity to shape Andesa’s broker channel and grow into a leadership role as we scale

Andesa Services is an equal opportunity employer. We welcome applicants from all backgrounds and are committed to building an inclusive team.