Principal Account Executive (Wealth)

Company Overview

As a global market leader, iPipeline combines technology, innovation, and expertise to deliver ground-breaking, award-winning software solutions that transform the life insurance, financial services, and protection industries. With one of the industry’s largest data sets, we help advisors/advisers and agents to transform paper and manual operations into a secure, seamless digital experience - from proposal to commission- so they can help better secure the financial futures of their clients.

At iPipeline, you’ll play a major role in helping us to provide best-in-class, transformative solutions. We’re passionate, creative, and innovative, and together as a team, we continually strive to advance, accelerate, and expand the reach of our technology. We value different perspectives and are committed to creating an environment that embraces diverse backgrounds and fosters inclusion.

We’re proud that we’ve been recognized as a repeat winner of various industry awards, demonstrating our excellence and highlighting us as a top workplace in both the US and the UK. We believe that the culture we’ve built for our nearly 900 employees around the word is exceptional -- and we’ve created a place where our employees love to come to work, every single day.

Come join our team!

About iPipeline

Founded in 1995, iPipeline operates as a business unit of Roper Technologies (Nasdaq: ROP), a constituent of the Nasdaq 100, S&P 500®, and Fortune 1000® indices. iPipeline is a leading global provider of comprehensive and integrated digital solutions for the life insurance and financial services industries in North America, and life insurance and pensions industries in the UK. We couple one of the most expansive digital and automated platforms with one of the industry’s largest data libraries to accelerate, automate, and simplify various applications, processes, and workflows - from quote to commission - with seamless integration. Our vision is to help everyone achieve lasting financial security by delivering innovative solutions that connect, simplify, and transform the industry.

iPipeline is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to gender, race, color, religious creed, national origin, age, sexual orientation, gender identity, physical or mental disability, and/or protected veteran status. We are committed to building a supportive and inclusive environment for all employees.

This is an office-based position that could sit remote if outside an office location.

Responsibilities

Job Summary:

• The Principal Account Executive operates as a senior enterprise seller responsible for the organization’s most complex high-impact opportunities or accounts. Operating with minimal oversight, this role shapes long-term customer or market strategies, influences internal stakeholders, and drives substantial business outcomes.

Industry Knowledge:

• Possesses advanced knowledge of the wealth management industry, including fintech innovation, digital advisory trends, and evolving regulations.
• Deeply familiar with how broker-dealers, RIAs, financial advisors, custodians, and TAMPs operate, how their business models are changing, and what pressures they face.
• Uses this to zero in on the highest-value prospects and work through complex buying structures.
• Has a strong command of core broker-dealer workflows like account opening, advisory processes, and annuity order entry, and can pinpoint where clients struggle operationally and clearly explain how the Company's platform solves those problems.
• Pulls together industry, channel, and product knowledge to build tailored deal strategies that speak directly to what each prospect cares about.
• Drives new business by turning deep expertise into clear, compelling reasons to buy.

Pipeline Development & Opportunity Creation:

• Strategically identify and pursue enterprise-level opportunities and new market entries with significant revenue impact.
• Use AI-driven insights to evaluate enterprise opportunity trends, assess deal and pipeline risk, and inform prioritization of high-impact pursuits and market entry strategies.

Customer Engagement & Relationship Management:

• Lead advanced negotiations and commercial / financial deal structure. Build and sustain executive-level client relationships across enterprise organizations.

Sales Execution & Revenue Accountability:

• Lead enterprise or multi-year sales pursuits with significant revenue impact.

Solution Design & Value Creation:

• Architect complex, customized solutions aligned with enterprise client transformation goals. Understand and articulate how the company solution integrates / complements a wider IT landscape.
• Use AI-enabled analysis to inform the design of complex, enterprise solutions by evaluating customer technology landscapes, transformation priorities, and value realization pathways.
• Serve as an escalation point for complex customer situations.

Pipeline, Data, & Forecasting Management:

• Provide advanced forecasting and strategic deal insight to senior leadership.
• Use AI-enhanced analytics to stress-test pipeline assumptions and forecast reliability.

Cross-Functional Collaboration & Influence

• Collaborate with other Go To Market Team Members to create a "One Account Strategy" for each account.
• Coordinate product, legal, finance, implementation, and executive stakeholders. Influence roadmaps and priorities through customer insight.
• Leverage AI-based insights to synthesize customer feedback and market signals for internal teams.

Knowledge Development, Leadership, & Organizational Impact:

• Act as a subject matter expert and internal advisor on complex sales and customer challenges.
• Provide strategic input and recommendations to sales and go-to-market strategy through enterprise customer insight, complex deal experience, and market observation

Experience/Qualifications

• Typically requires 10+ years of enterprise or strategic sales experience
• Ability to align internal strategy to client outcomes
• Advanced CRM and analytics proficiency to provide strategic insight, forecasting guidance, and advisory support to leadership
• Advanced executive communication skills to influence and align senior stakeholders
• Enterprise sales expertise and advanced negotiation skills
• Demonstrated success leading complex, multi-stakeholder deals
• Thought leadership and mentoring capability
• Strong financial and commercial acumen