Enterprise Key Account Executive

Who We Are:

Nest Wealth is Canada’s largest independent digital wealth management platform, offering both direct-to-investor and advanced business-to-business solutions.

In January 2024, Nest Wealth was acquired by Objectway Group, a leading global fintech provider of products across the wealth management and asset management value chain. Armed with global distribution and a robust product suite, we are looking to hire an Enterprise Key Accounts Executive to help fuel the next phase of our growth.

Objectway is an international group with more than 30 years of business expertise in wealth, banking and asset management software empowering clients to embrace their future challenges while providing great performance today. As an IDC Global TOP-100 FinTech provider with a leading as-a-service platform, we’ve built strategic partnerships with +250 leading Wealth Managers, Banks, Asset Managers, Fund Managers, Insurers and Outsourcers in +15 countries empowering and scaling their business by modernizing and streamlining their digital technology and operations.

Finding amazing people is essential for building a successful company. That’s why we take our culture and our people seriously. We are a proud recipient of ‘Great Place to Work’ for the past 4 years, ‘Best Workplaces for Inclusion’, ‘Best Workplaces in Technology’, and ‘Best Workplaces in Canada’ and we've recently been recognized as part of the top 10 scaling startups in Canada by CIX.

The Opportunity: Ideally, we are looking for candidates based in Toronto for this position. You are a passionate individual with a strong sales and technical background who thrives in a fast-paced, client-centric, and entrepreneurial environment. You are highly motivated, results-oriented and have a proven track record of exceeding targets. Your responsibilities are focused on maintaining and developing existing business and finding, developing, and closing new business opportunities within assigned Enterprise Clients to retain and grow Objectway Nest Wealth’s revenue.

You will also be responsible for formulating and implementing account plans for each assigned Enterprise Client supported by a talented team of Client Success Managers and Solution Engineers. Together, you will work towards fostering and enhancing mutually beneficial relationships with our Enterprise Clients. Being in the financial sector means it is critical that we are 100% trusted by our clients. We dedicate effort, resources, and time to making sure we comply with all regulatory requirements and beyond. Our foundation is further built on innovation, agility, teamwork, and respect.

What you will do as an Enterprise Key Accounts Executive:

• Develop annual account plans for each assigned enterprise client, identifying account-based goals and providing full understanding of the strengths, weaknesses, opportunities, and threats within the account.
• Identify growing and building new sales pipeline opportunities, managing opportunities in the pipeline and coordinating internal teams to progress and close the opportunity including new products and solutions.
• Highlight opportunities to the Objectway Nest Wealth and Customer Success team for matching clients’ future needs with Objectway Nest Wealth’s Products and Solutions.
• Work closely with the Objectway Nest Wealth and Customer Success team and collaborating with them for positive and profitable renewal and upsell opportunities.
• Act as primary liaison for the relationship with client C-level/senior leadership and providing updates on key initiatives and developments as needed. Organizing introductions and meetings between key clients and Objectway Group stakeholders.
• Communicate and engage on a regular basis and in an informative manner to ensure effective teamwork across Objectway Nest Wealth.
• Negotiate commercial proposals and service contracts according to the internal standards in collaboration with the Objectway Group Legal Department.
• Regularly present the Group’s value proposition to key client organizations and maintain awareness of current and planned development of products and services to ensure clients are aware of the Group’s position in the market.
• Maintain robust relationships with clients. Networking with stakeholders at various levels of the client organization and deeply understanding the client’s unique business opportunities and needs.
• Establish and maintain C-level relationships and introduce the Objectway Group and Nest Wealth to senior executives, to develop and expand these relationships horizontally and vertically within the assigned account.
• Build new relationships with executives who will decide/influence decisions.
• Maintain accurate sales records and other information on each client in the Group’s CRM.

Your skills & abilities include the following:

• Strong communication and presentation skills are a must and essential to the role.
• You must possess excellent analytical skills and be able to think creatively. This will help you innovate strategies to improve the revenue figures. These same skills, along with a good dose of empathy, will assist you in identifying new opportunities with each Enterprise client and understanding their needs. In addition, you should possess the following qualities:
• Bachelor’s degree required (Master’s degree preferred).
• 10+ years of experience in Wealth Management, Asset Management and Custody/Securities Services.
• Solid understanding of Digital Finance Solution, Front-office, Middle Office, and Back-office platforms, and Investor Communications.
• 8 to 10 years of experience in a Sales Executive role with Enterprise clients or equivalent.
• Well-connected in the Canadian financial institution market.
• Consistent track record of results against quotas.
• Outstanding communication, facilitation, and problem-solving skills.
• Highly effective negotiation skills.
• The ability to work in a fast-paced, high-pressure environment.
• Ability to travel (up to 50%). Able to communicate effectively across many different cultures; sensitive to cultural differences in ways of doing business.
• Strong abilities in proposal management, preparing and presenting complex solution proposals, responding to RFI/RFP.
• Have a strong background in complex commercial and contract negotiation.
• Influential: Be able to influence and steer clients and spot opportunities to help.
• Be truly passionate for clients - fanatical about getting them the right outcomes and becoming their advocate and partner.
• Have a strong team spirit and ability to work effectively in collaboration with others, coordinating across teams and building consensus. (We're globally dispersed!)
• Independent, self-driven mentality is a must.

About you! What we are looking for in this role:

• Track record of exceeding sales quotas, showcasing a self-driven and results-oriented approach.
• Charisma to represent Objectway Group with the highest degree of advocacy and professionalism.
• Wealth management and Enterprise finance channel knowledge and experience. Very good knowledge of the landscape and the value chain of wealth management firms. Industry expertise including the major players in Enterprise wealth-tech/financial services.
• Consultative and process-driven, underpinned by remarkable communication abilities.
• Proficient in managing relationships with key stakeholders at all organizational levels.
• Able to identify clients' challenges and match these to offer appropriate solutions.
• Team player with Marketing, Professional Services, Product Management and Technical Solutions.
• Good user of CRM, Salesforce, or MS Dynamic, to record and update all applicable sales cycle activity, progress, and pipeline to ensure accurate and timely reporting and analytics.
• Curious and informed, keen to stay up to date with the latest industry trends and news.

In addition to joining a phenomenal team, we offer:

• Competitive base salary
• Customizable extended health benefits
• A yearly education budget for your own professional goals (workshops, courses, conferences, classes, and more)
• Flexible hours - Our employees have the latitude to take care of the other parts of their lives and be there for the things that matter.
• Parental leave top up to take time with your family.
• We are a hybrid team working remotely and in-office, and it’s up to you to choose what works best.
• When we're in office we do provide: A fully stocked fridge, and snacks for everyone to enjoy!

$150,000 - $175,000 a year

Join us! If you’re interested in joining an awesome, growing team, apply now. We can’t promise it will be a fit, but we do promise to consider your experience. Follow us on Linkedin or Twitter to keep up to date on our latest news!

At Nest Wealth we celebrate diversity and are committed to creating an inclusive environment for all employees. We welcome and encourage applications from people of all abilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.