• Responsible for growing and managing sales pipeline and closing sales to consistently meet and exceed monthly, quarterly, and annual ARR sales quota. • Perform outbound prospecting to target accounts with the goal to grow pipeline and close new logo sales. • Follow-up on and progress Sales Development Marketing Qualified Leads to convert to pipeline opportunities. • Provide Sales Demonstrations to articulate Veracross value across school departments targeting buyer personas. Work closely with Sales Engineers to provide product demonstrations to schools. • Build a trusted rapport with prospects by helping them identify their challenges and demonstrating how Veracross can be the strategic solution for their needs. • Manage contacts, leads and opportunities through a defined sales process in Salesforce.com. • Responsible for documentation of all sales-related information and activity with detailed notes on client interactions in Salesforce.com allowing for accuracy of pipeline and forecast opportunities. • Work collaboratively with North America sales team members, Marketing, Client Experience and Product Management. • Be a visible team player, bringing clear thinking, strategies, and ideas that align to our values and culture. • Learn and maintain relevant domain knowledge to have meaningful conversations with partners and schools. • Collaborate with sales, marketing, sales operations, and finance to identify ways to decrease the sales cycle, increase sales velocity, and maximize bookings within the Western United States. • Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to clients by extending company offerings.

Role Description You will have the responsibility in a named account environment generating revenue growth and managing Credit Union client relationships. - Develop close alliances with senior client management personnel. - Offer recommendations through formal sales presentations and written proposals. - Negotiate annual and individual pricing contracts and agreements. - Be a strategic partner and primary contact for each client. - Help clients use data, analytics, software, and technology solutions for lending, risk management, fraud prevention, and member engagement. - Communicate effectively to grasp concepts quickly and share industry knowledge. - Collaborate with members across different teams, balancing priorities. - Understand customer perspectives and promote their voice to improve Experian's solutions. - Develop forecasts, advance pipeline, and ensure delivery of solutions. - Identify new ways to grow the business and expand current partnerships. - Challenge yourself with different opportunities and prioritize accountability. - Report to the Vice President of Sales. - Located in the Southern California region. Qualifications - Bachelor's Degree or relevant work experience. - 5+ years of successful financial services experience with experience overachieving selling complex solutions. - Experience managing a portfolio of 25+ accounts. - Demonstrated experience uncovering sales opportunities for marketing, risk, analytic, fraud, and software solutions within financial services. - Experience with risk management challenges and growth demands within the credit union or banking industry. - Understanding of customer priorities and plans designed to deliver revenue and profit expectations. - Ability to travel up to 50%. Benefits - Great compensation package and incentive plan. - Core benefits including full medical, dental, vision, and matching 401K. - Fully remote environment. - Flexible time off including volunteer time off, vacation, sick, and 12-paid holidays.

• Identifying and pursuing new business opportunities within specific verticals or territories • Moving beyond pitching features to act as a trusted advisor • Navigating large organizations by building relationships across different "silos" • Leading the development of compelling proposals and negotiating detailed contracts • Maintaining precise records in CRM systems • Consistently meeting or surpassing quarterly and annual revenue objectives • Maintaining a robust sales funnel • Mastering a repeatable sales process • Partnering with marketing to refine lead quality • Senior executives often mentor junior team members

• Own and drive a strategic sales plan for a defined territory of larger RIAs, Multi-Family Offices, and Family Offices, targeting accounts with $1.5B in AUM • Lead the full sales cycle end-to-end - from targeted prospecting and executive engagement through contract negotiation and close • Build and manage relationships at the C-suite and board level, including Chief Investment Officers, CEOs, COOs, and Managing Partners • Develop and execute multi-threaded account strategies that align Addepar’s platform capabilities to each prospect’s operational, regulatory, and growth priorities • Partner with Pre-Sales, Services, and Product to architect and present tailored solutions that address complex client requirements • Maintain rigorous pipeline hygiene and deliver accurate forecasts to senior leadership, using Salesforce as a system of record • Negotiate and close multi-year contracts, navigating legal, compliance, and procurement processes with sophisticated financial institutions • Represent Addepar at industry events, conferences, and executive forums (40-50% travel expected) • Contribute to the continuous improvement of Addepar’s GTM strategy by bringing market intelligence and best practices from the field