Role in brief
Alpaca, a financial services company providing brokerage infrastructure, seeks an Account Executive to manage the entire sales cycle for its institutional Broker API business in the US. This role involves generating new revenue by building relationships with financial institutions and positioning Alpaca's API solutions. Candidates with experience selling to broker-dealers or investment advisors, and a Series 7 license, should apply.
About the role
This Account Executive role focuses on driving new revenue growth for Alpaca's institutional Broker API business within the United States. The work involves owning the complete sales cycle, from initial outbound prospecting and pipeline building to negotiating and closing contracts. Success in this position means consistently meeting sales targets and expanding Alpaca's market share among financial institutions.
The role requires developing strong relationships with key decision-makers at various financial institutions, including fintechs, broker-dealers, and wealth managers. Candidates will need to understand prospect needs to effectively demonstrate Alpaca's solutions and deliver compelling presentations. Collaboration with internal teams such as Solutions Engineering, Product, and Legal is essential to efficiently advance opportunities.
Alpaca is a US-headquartered self-clearing broker-dealer that provides brokerage infrastructure for various assets. The company serves hundreds of financial institutions globally with its institutional-grade APIs. The team is diverse, with a mission to make financial services accessible worldwide, and is committed to open-source contributions and enhancing its developer-friendly API.
The salary for this position ranges from $75,000 to $125,000 annually.
Skills that matter here
- Salesforce CRM: This tool is used for maintaining accurate pipeline data, forecasts, and account activity.
- API sales: The role specifically involves driving revenue growth for Alpaca's institutional Broker API business.
- Consultative sales: Candidates must possess strong consultative selling skills to understand prospect needs and position solutions effectively.
- US fintech ecosystem: The position aims to grow market share within the US fintech ecosystem and requires relationships within this industry.
- Broker-dealers: A key responsibility is to develop relationships with decision-makers at broker-dealers, and prior experience selling to them is required.
- Series 7 license: This license is a mandatory requirement for the role.
Who this role suits
- A person who thrives on owning the entire sales process, from initial outreach to closing deals.
- Someone with an established network within the US investment advisory and broker-dealer industries.
- An individual who can manage complex sales cycles involving multiple stakeholders, including technical and compliance buyers.
- A self-starter with an entrepreneurial mindset, comfortable working independently in a remote environment.
From the employer
Things You'll Do:
- Own the full sales cycle from outbound prospecting through contract negotiation and close
- Build and manage a healthy pipeline through outbound outreach, referrals, conferences, strategic partnerships, networking, and inbound opportunities
- Drive new revenue growth for Alpaca's institutional Broker API business across the United States
- Develop relationships with key decision makers at fintechs, broker-dealers, RIAs, wealth managers, banks, and other financial institutions
- Understand each prospect's business objectives and technical requirements to position Alpaca's solutions effectively
- Deliver compelling product demonstrations, business presentations, and commercial proposals
- Collaborate closely with Solutions Engineering, Product, Integrations, Marketing, Customer Success, and Legal to move opportunities efficiently through the sales process
- Maintain accurate pipeline data, forecasts, and account activity within Salesforce (or CRM)
- Continuously refine sales messaging based on market feedback, customer insights, and competitive intelligence
- Represent Alpaca at industry conferences, customer meetings, and networking events
Who You Are (Must-Haves):
- 3+ years of experience in sales at clearing broker-dealers OR strong experience selling technology solutions to advisors or broker-dealers
- Proven track record of achieving sales targets and driving business growth
- Strong relationships within the US investment advisory and broker-dealer industries
- Experience managing multi-stakeholder sales cycles involving business, operations, compliance, and technical buyers
- Strong consultative selling, negotiation, and relationship-building skills
- Excellent written and verbal communication skills
- Highly organized with strong pipeline management and forecasting discipline
- Comfortable working independently in a globally distributed remote environment
- Entrepreneurial mindset with a bias toward action and accountability
- Must have Series 7
How We Take Care of You:
- Competitive Salary & Stock Options
- Health Benefits
- New Hire Home-Office Setup: One-time USD $500
- Monthly Stipend: USD $150 per month via a Brex Card
Alpaca is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce.
Questions about this role
What is Alpaca's remote work policy for this role?
This is a fully remote position, and candidates should be comfortable working independently in a globally distributed remote environment.
What level of seniority is this position?
This role is for a middle-seniority Account Executive.
What are the key skills required for this role?
Key requirements include 3+ years of sales experience with clearing broker-dealers or selling technology to advisors/broker-dealers, a proven track record of achieving sales targets, strong relationships within the US investment advisory and broker-dealer industries, and a Series 7 license.