Mid-Market Account Executive

Pontera; New York (NY); Hybrid; USD 185,000 - 225,000; Full time

Benefits offered by this job

Equity grant participation

Healthcare benefits

401(k) with match

Professional development support

Team events

Job summary

Pontera is seeking a Mid-Market Account Executive to lead multi-threaded sales to broker-dealers and RIAs, owning deals end-to-end from first contact through close. You will map buyers, build tailored proposals, and partner with BDRs and solution consultants to ensure client fit.

The role offers CEO-level visibility, a strong growth trajectory, and an OTE that rewards performance, with a hybrid in-office schedule and a fast-paced, collaborative culture.

Qualifications

• 5+ years in new business or account management in financial services, wealth management, or Fintech B2B SaaS.
• Minimum 2 years of direct closing experience.
• Experience negotiating with committees and navigating regulatory ecosystems.
• Record of quota attainment and self-sourcing 50%+ of pipeline.
• Strong verbal and written communication with C-level audiences.

Responsibilities

• Lead multi-threaded sales processes across C‑Suite, Compliance, InfoSec, Legal, and Field Leadership from initial conversation to close.
• Map buyers, understand goals, timeline, org structures, and personal motivations of counterparts.
• Create detailed proposals and presentations for clients and prospects.
• Partner with BDRs to win meetings and learn client goals; collaborate with Solution Consultants for technical discovery.
• Work with Relationship Managers during late-stage negotiations to ensure smooth adoption post-close.

Skills

New business

Account management

Closing deals

Regulatory knowledge

Quota attainment

Pipeline development

C-level communication

Proposal writing

Stakeholder management

Cross-functional collaboration

Self-starter

Adaptability

Industry knowledge (financial services

Tools

Salesforce

Gong

Monday.com

Slack

AI tools (ChatGPT, Claude, Gemini)

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

As a Mid-Market Account Executive, you will lead the sales process for some of the fastest growing and disruptive Broker-Dealers and RIAs in the space (50+ financial advisors). You will be in a high-impact role with CEO-level visibility, tasked with bringing in clients capable of changing our company’s trajectory.

This job is being made available at an incredibly important time in Pontera’s trajectory, and there are many reasons it’s a great opportunity: a product with an immediate, measurable revenue impact for the client (share of wallet growth), a massive addressable market, and dominant category leadership in professional 401(k) management. There is a ton of greenspace. And we are looking for someone with grit, resiliency, and professionalism to capture this incredible opportunity.

RESPONSIBILITIES

• Lead multi-threaded sales processes across C-Suite, Compliance, InfoSec, Legal, and Field Leadership. You own the deal from initial conversation through negotiation and close.
• Map the buyers of our prospects. Understand the goals, plans, timeline, organizational structures, and personal motivations of your counterparts.
• Build and provide clients and prospects with detailed proposals and presentations personally.
• Partner with BDRs to win meetings with key decision makers and learn about the goals of your target organizations.
• Partner with Solution Consultants (SCs) to assist in technical discovery and build an instance of Pontera that works for your client’s needs.
• Partner with Relationship Managers (RMs) during late-stage negotiations to hand off a structured rollout plan, ensuring seamless advisor adoption post-close. All signed firms have a plan to use Pontera across their organizations (are “Growth Ready”).
• Navigate risk, InfoSec, and compliance reviews of firm’s vetting Pontera (SEC, ERISA, SOC 2, custodial data privacy) and know when to deploy your internal Legal & Compliance SMEs.
• Strive to continuously improve your sales process, demonstrating a willingness to test, learn, and implement best practices.

REQUIREMENTS

• 5+ years experience in a new business and/or account management role within financial services, wealth management, or Fintech B2B SaaS
• Minimum 2 years of direct closing experience
• Experience negotiating and closing deals with a decision making committee of 3-5 people or larger
• Experience selling into an evolving regulatory ecosystem
• Track record of consistent quota attainment
• Proven track record of self-sourcing 50%+ of pipeline through targeted account-based prospecting, industry events, and personal networks
• A sense of urgency and professional persistence, capable of bringing deals to a close
• Excellent verbal communicator with a demonstrated ability to effectively interact directly with C-level audiences
• Excellent writer with experience building and co-authoring business cases with client Champions
• Excellent relationship builder, capable of winning buy-in from internal and external stakeholders
• Highly collaborative, organized, and process-driven
• Self-starter with ability to work in a fast paced, changing environment
• Familiarity with Salesforce, Gong, Monday.com, and Slack
• Examples of Chat GPT, Claude, Gemini, etc being used to build account plans, org charts, and handle organizational/administrative work more quickly

WHAT WE OFFER

• Compensation: Annual OTE Range: $185,000-225,000 (50% base/ 50% variable). 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.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Pontera’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305

Page 1 of 1

OMB Control Number 1250-0005

Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp .

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

• Alcohol or other substance use disorder (not currently using drugs illegally)
• Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
• Blind or low vision
• Cancer (past or present)
• Cardiovascular or heart disease
• Celiac disease
• Cerebral palsy
• Deaf or serious difficulty hearing
• Diabetes
• Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
• Epilepsy or other seizure disorder
• Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
• Intellectual or developmental disability
• Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
• Missing limbs or partially missing limbs
• Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
• Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
• Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
• Partial or complete paralysis (any cause)
• Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
• Short stature (dwarfism)
• Traumatic brain injury

Disability Status Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.