Senior Sales Executive

Sherpas; United States; On-site; USD 150,000 - 300,000; Full time

Job summary

Sherpas is seeking an experienced Enterprise Sales leader to own the full sales cycle in the U.S. market. You’ll identify ideal wealth-management firms, initiate conversations, and drive deals from discovery through signature, without an SDR or inbound queue.

You’ll manage buying committees, build relationships, and articulate AI-driven ROI to CIOs and compliance leads, shaping the playbook for future hires while consistently forecasting and closing high-value deals.

Qualifications

• Deep understanding of enterprise wealth management/RIAs
• Ability to build and own a pipeline without inbound
• Comfort discussing AI and product details with CIOs/execs
• Proven track record closing long-cycle enterprise deals
• Experience as first/second sales hire at a startup
• Direct relationships inside top wealth management firms

Responsibilities

• Own the full sales cycle from prospecting to signature
• Identify firms, open conversations, and run the deal through close
• Manage buying committee: advisor, ops lead, CIO, and compliance
• Document what works to improve the playbook for future hires
• Provide honest, forecastable pipeline and revenue projections

Skills

Market knowledge

Network building

Technical product talk

End-to-end sales

Startup experience

Relationship mapping

Job description

The product is live with some of the largest firms in the world. Now we're looking for someone who already knows this market, has real relationships in it, and wants to be the one who brings Sherpas to the next wave of firms.

This is a full-cycle role reporting directly to the Head of Sales. You'll identify the right firms, earn the first conversation, run the deal, and see it through to signature. There isn't an SDR team or inbound queue behind this role, so the pipeline is yours to build. If that kind of ownership is what you're looking for, we'd like to talk.

THE MARKET

We sell to enterprise wealth management firms managing hundreds of advisors and billions in AUM. These are sophisticated buyers in a regulated environment. They buy from people who understand the advisor's day, speak the language of compliance and CIOs, and can show a clear ROI in terms they care about.The sales cycle is long. The deals are meaningful. Success here comes from depth and credibility, not volume.

WHAT YOU WILL OWN

• Your own pipeline. You'll build it largely yourself, drawing on knowing who the right firms are, who to talk to inside them, and how to reach the conversation that matters.
• The full deal, end to end. Discovery, demo, proof of concept, commercial negotiation, close. You manage the buying committee: advisor champion, ops lead, CIO, compliance, and keep all four moving together.
• The motion, not just the outcome. Every deal you run should make the next one faster. You document what works, sharpen the positioning, improve the proof points. You help shape the playbook, not just hit a number.
• Honest forecasting. We'd always rather have an accurate number than an optimistic one.

WHAT WE ARE LOOKING FOR

• You know this market. You have sold enterprise software into RIAs, aggregators, broker-dealers or wealth management platforms. You bring a genuine relationship map and an understanding of how these firms make decisions.
• You create your own opportunities. You're energized by opening new relationships, whether through your network or a thoughtful cold approach, and you don't need a list handed to you to get started.
• You can hold the technical conversation. A CEO at a top firm will ask you how the AI actually works and what happens when it is wrong. You understand the product well enough to give a clear, credible answer.
• You close. Pipeline matters, but signed contracts are the goal. You're comfortable with a long cycle and know how to keep momentum without losing trust.
• You have been the first or second sales hire at a startup and built the motion, not just worked it.
• Direct relationships inside the top 100 wealth management advisory firms.
• Experience selling into firms that went through RIA aggregation; you understand how buying authority shifts in those environments.

THIS ROLE MAY NOT BE THE RIGHT FIT IF

• You need a full inbound funnel to hit your number.
• You prefer to support deals rather than own them start to finish.
• You'd rather be measured on activity than on outcomes.
• You are not genuinely curious about AI and what it does to the economics of financial advice.

WHAT SUCCESS LOOKS LIKE IN YEAR ONE

• Qualified pipeline at firms we have no existing relationship with, within the first two quarters.
• At least two new enterprise logos closed that you sourced yourself.
• A documented sales motion that the next hire can inherit and improve.

COMPENSATION

Competitive base with meaningful uncapped variable tied directly to closed revenue. Roughly an even split. We share the full structure and mechanics in the first conversation, not at the offer stage.

HOW WE HIRE

• A first conversation: your view of the RIA market and where you think the real opportunity is.
• A working session: you walk us through how you would open a specific firm — your choice, your approach, your relationships.