Account Executive 1 at Estate Guru, Inc. – Provo, Utah

About Us

Estate Guru is building category-defining technology that helps financial advisors, attorneys, and financial institutions deliver estate planning without complexity. We turn a traditionally intimidating legal process into clear, confident decisions about the people and things that matter most. Our platform combines attorney oversight with a guided client experience, enabling partners to offer more value and build deeper client relationships.

We are powering the transfer of wealth for millions of Americans on a single, aligned platform for families, advisors, and institutions. More than a technology company, Estate Guru is creating a new category in estate planning and wealth transfer, built for modern clients and driven by high standards.

As we grow, we’re looking for sharp, human-centered team members who value merit, execution, and accountability. We lead from the front, challenge the status quo, and take pride in doing meaningful work with people who care deeply about quality, integrity, and impact.

Role Summary

The Entry-Level Account Executive (AE) is a full-cycle seller responsible for generating new revenue by converting both inbound interest and outbound prospects into new customers. This role serves as a consultative partner to financial advisors and attorneys exploring the software, guiding them from first conversation through discovery, demo, proposal, and close. You’ll build and manage a pipeline in the CRM, run high-quality product demonstrations, and collaborate cross-functionally with Marketing, and Customer Success to ensure a strong buyer experience and clean handoff after purchase.

Base Pay: 58k - 115k OTE

Key Responsibilities

Inbound Lead Management

• Respond quickly to inbound leads and booked meetings from advisors and attorneys, maintaining high follow-up standards.
• Qualify inbound prospects through discovery to confirm fit, use case, timeline, and decision process.
• Convert qualified inbound opportunities through demos, proposal review, and close.

• Build outbound pipeline using call/email/social outreach to targeted advisors and law firms aligned to the ideal customer profile.
• Research accounts to identify practice type, decision makers, pain points, and potential workflows the software supports.
• Create consistent weekly activity to hit pipeline coverage and meeting goals.

• Run structured discovery conversations focused on prospect workflows, current tools, compliance constraints, and success criteria.
• Deliver tailored demos that connect product capabilities to outcomes (efficiency, risk reduction, client experience, revenue impact).
• Manage multi-stakeholder demos and follow-ups, ensuring clear next steps and momentum.

• Own the opportunity from qualification through close, including objections, pricing conversations, and internal deal support.
• Maintain accurate CRM data (stage, notes, close dates, next steps, and forecast) and follow the company’s sales process.
• Coordinate with internal teams as needed (Sales leadership, Product, Legal/Compliance, Customer Success) to remove blockers.
• Ensure a clean handoff to Customer Success, documenting goals, stakeholders, timeline, and key workflows discussed.

• Track and share themes from calls (objections, feature requests, competitor notes) to improve messaging and product direction.
• Participate in enablement, call coaching, role plays, and ongoing development.
• Maintain strong product knowledge and industry awareness relevant to advisors and attorneys.

Qualifications

Minimum Qualifications

• 2+ years of experience in sales or a customer-facing, performance-based role (inside sales, recruiting, retail, hospitality, call center, client services, etc.).
• Confidence presenting to professionals (phone/video) and ability to lead a structured conversation.
• Strong written communication skills (professional follow-up emails, clear summaries, organized next steps).
• Ability to learn new technology quickly and use tools consistently (CRM, sales engagement, calendar, video conferencing).
• Organized, dependable, and able to manage multiple opportunities and follow-ups simultaneously.
• Coachable and resilient—can take feedback, adjust quickly, and maintain momentum after rejection.

• Experience selling B2B or SaaS, or exposure to full-cycle sales.
• Experience conducting discovery calls and/or product demos.
• Familiarity with CRMs (Salesforce, HubSpot) and pipeline hygiene expectations.
• Prior experience with the financial services and/or legal industries (advisors, attorneys, estate planning, client onboarding workflows).

• Consultative selling: asks sharp questions, listens, and ties solutions to outcomes.
• Professional presence: communicates credibly with advisors and attorneys.
• High follow-through: strong task management, fast response times, consistent follow-up.
• Process discipline: uses a repeatable sales process and keeps CRM accurate.
• Integrity: transparent, ethical selling and respectful representation of the company.

• Fast, professional responsiveness: Responds to inbound advisor/attorney interest quickly, follows up consistently, and keeps prospects moving with clear next steps.
• Predictable pipeline creation: Generates and maintains sufficient pipeline through a balanced mix of inbound conversion and disciplined outbound prospecting.
• High-quality discovery + demos: Runs structured discovery, delivers tailored demos that connect workflows to outcomes, and earns trust with a confident, consultative presence.
• Strong opportunity management: Keeps CRM data accurate (stage, notes, next steps, close dates), maintains clean pipeline hygiene, and forecasts realistically.
• Consistent closing performance: Converts qualified opportunities into closed-won deals by handling objections well, coordinating internal resources, and guiding prospects through pricing/contract steps.
• Clean handoffs and customer outcomes: Transitions new customers to Customer Success with clear documentation of goals, stakeholders, expectations, and implementation needs.
• Continuous improvement: Actively seeks coaching, improves talk tracks and demo skills over time, and shares market feedback (objections, feature requests, competitor insights) to strengthen the team’s approach.

• Competitive salary and performance-based bonuses
• Comprehensive health, dental, and vision insurance
• Elective benefits for Life, Critical Illness & Hospital Indemnity Plans
• Company paid Short-term Disability Insurance
• Internet Reimbursement (for remote roles)
• Generous PTO and paid holidays
• Professional development opportunities
• Fitness Reimbursement

Estate Guru is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.

Applicants in the United States of America have rights under Federal Employment Laws:Family & Medical Leave Act,Equal Opportunity Employment,Employee Polygraph Protection Act