AdvicePay Sales Manager

About Us

Well-known financial advisors Michael Kitces and Alan Moore witnessed firsthand the growing demand for fee-for-service financial planning. This inspired them to create a solution that could streamline billing processes for advisors while ensuring regulatory compliance. Since its public launch in 2018, AdvicePay has become a cornerstone of the financial planning landscape, serving thousands of advisors and firms nationwide and earning recognition for its innovative approach.

Today, AdvicePay continues to grow and adapt with new features and partnerships, enhancing the platform's capabilities. Driven by our belief in the fee-for-service model, our mission remains clear: to empower advisors and firms in offering fee-for-service financial planning. Our aim is to make getting paid for advice easy and scalable for everyone involved – from advisors to the home office, and clients. As the industry evolves, we're dedicated to staying ahead of the curve, ensuring that AdvicePay remains the trusted solution for financial professionals nationwide.

We are headquartered in Bozeman, Montana and we are incredibly proud to be listed on the Inc. 5000 list of America's Fastest-Growing Private Companies for 3 years in a row, as well as being recognized as a 2022 WealthTech 100 company, which places us among the top 100 innovative FinTech providers in the world addressing opportunities faced by the wealth and asset management industries.

You’ll love working here if you value - and want to contribute to - a positive, inclusive, innovative, and “Get Sh*t Done” culture where teammates help one another succeed and are committed to doing the right thing. If you're up for the challenge of disrupting an industry, join us.

About the Position

The AdvicePay Sales Manager plays a pivotal role in driving revenue growth, leading a high-performing team of Account Executives, and personally closing a select book of strategic deals. You’ll focus on identifying and bringing in the right customers, those who align with our ideal client profile and position us for long-term, successful relationships from the start. This role combines team leadership with direct enterprise selling, ensuring the AdvicePay product line consistently meets its sales targets.

Reporting to the Head of Sales & Marketing, you will focus on execution, pipeline health, team management, and strategic deal ownership. If you’re passionate about building high-performing teams and love rolling up your sleeves to close deals, this is the role for you! 

What You’ll Be Doing

Sales Execution & Enterprise Deal Ownership (Player-Coach) 

• Personally lead and close select Mid-Market and Enterprise sales opportunities 

• Negotiate high-complexity sales cycles (ex: RFPs, multi-stakeholder, legal/security review, etc.) to drive favorable outcomes 

• Serve as a SME on the AdvicePay platform, staying current on features, use cases, and releases

• Stay up-to-date on the financial services and fintech landscape. Leverage market knowledge, competitive dynamics, and buyer behavior to inform positioning, guide prospects, and close deals

• Deliver compelling product demos and webinars that clearly articulate our value to enterprise audiences 

• Represent AdvicePay at key conferences, leading booth engagement and networking opportunities

Team Leadership - Lead, Manage, Hold Accountable (LMA)  

• Manage the full team member lifecycle for direct reports: hiring, onboarding, performance management, coaching and correction, and career development.

• Lead, Manage, and hold team members Accountable to clear expectations, using EOS (Entrepreneurial Operating System) tools (L10 meetings, scorecards, quarterly conversations, etc.) to support clarity, alignment, and performance.

• Champion a culture of continuous learning, providing regular coaching, feedback, and development opportunities tailored to each team member's goals and strengths.

• Conduct regular 1:1s and quarterly conversations consistent with AP’s people processes and standards.

• Join key sales calls and offer real-time deal support to guide reps and accelerate opportunities 

Sales Strategy & Deal Management 

• Guide team-level deal strategy and negotiation, stepping in on complex deals and escalating to Head of Sales & Marketing when necessary

• Apply AdvicePay’s standard pricing guidelines and escalate non-standard requests to the Head of Sales & Marketing 

• Contribute to Account Executive quota planning, providing key insights to Head of Sales & Marketing regarding pipeline, market dynamics, and team capacity

Pipeline & Process Management 

• Own pipeline health, coverage, progression, and sales activity for the AdvicePay product line

• Ensure forecast reliability through consistent pipeline reviews 

• Execute AdvicePay’s defined sales process while identifying areas for improvement to streamline selling and scale performance 

• Share timely, accurate updates with the Head of Sales and Marketing to support planning and forecasting 

Cross-functional Collaboration 

• Act as a liaison between frontline sales and the Head of Sales & Marketing to ensure alignment on goals and execution

• Gather and share prospect insights with Product and Marketing to influence the roadmap, product positioning, and marketing campaigns 

• Identify enablement needs to request tools, resources, or training to support rep success

• Work closely with other product line sales manager to share learnings, align on process improvements, and identify cross-selling opportunities

• Other duties as assigned

The Deets

• Start Date: Immediately

• Status: Exempt, Full-time (40-45 hours/week)

• Location: Bozeman, MT or Remote

• Department: Sales and Marketing

• Reports to: Head of Sales and Marketing

• Travel: 10% (3-4 conferences per year to start, plus 2 quarterly planning weeks at AP’s headquarters in Bozeman)

Compensation & Benefits

• Salary: $138,195/year (please note this salary is inclusive of total earnings for this role. We do not have a commission or bonus structure at AdvicePay)

• Flexible paid time off days to maintain work-life harmony (we encourage and support that you take at least 3 weeks off per year!)

• 11 paid holidays when the office is closed

• 401(k) with match - you put in 6% and we put in 4.5%

• 12 weeks of paid parental leave for the birth or adoption of a child

• Health benefits package provided of up to $450/month for an individual, $1000/month for families

• Dental, Vision, Voluntary Life and AD&D, and Accident insurance options

• Employer-paid life insurance

• Employer-paid long-term disability coverage

• Up to $1800/year to cover the cost of working with a financial planner, plus up to $500 toward the one-time upfront fee

• $250/quarter to spend on yourself specific to our core value of “Be Well Being You”

• $500 donated to a non-profit organization of your choice when you volunteer 40 hours/year

• $2,000/year in Professional Development funds

• A sabbatical program that includes a cash bonus and extra time off at 5, 10, and 15 years

• Subsidized employer-sponsored childcare through our internal daycare program for Bozeman area Team Members

• Pet insurance

• Company-owned laptop provided

Please see our Team Member Handbook to learn more about the benefits and perks we offer!

What You’ll Bring to the Table (If you think, “I only meet 80% of these qualifications”, still apply!)

• 5+ years of B2B SaaS sales experience, with at least 3 years in a sales manager or player-coach role (required)

• Proven ability to personally close complex, multi-stakeholder deals with long sales cycles (required)

• Demonstrated experience coaching and developing Account Executives, with a focus on driving performance through clarity, accountability, and personal growth 

• Strong understanding of pipeline management, sales forecasting, and driving consistent sales process adoption 

• Comfortable using and enforcing CRM best practices (like HubSpot) 

• Effective communicator with the ability to engage C-level buyers, lead sales calls, and represent the company at industry events

• Active use of structured sales methodology (MEDDPICC, Challenger, etc.) 

• Ability to work cross-functionally with product, customer success, and marketing teams, especially in high-stakes enterprise deals

• High sense of personal responsibility + integrity (required)

• An understanding of and strong alignment with our core values (required)

• Legally authorized to live and work in the United States (required)

What Will Make You Stand Out From the Crowd

• Familiarity with the financial services or fintech space. Particularly RIAs, broker-dealers, or other regulated industries

• Experience working within a structured operating system like EOS (Entrepreneurial Operating System) 

• Experience working in non-commission sales environments, with a proven ability to build motivation and performance culture without variable compensation

Application

• In lieu of a cover letter, please respond to the following prompt in 2–3 paragraphs:
  At AdvicePay, we’re looking for a sales leader who thrives in a player-coach role, someone who loves closing complex deals and helping a small team succeed together. Our sales process is long and consultative (typically 12+ months), and we focus on building trust and momentum with enterprise clients over time. Tell us how your experience aligns with this kind of sales environment. What motivates you as both a seller and a leader? How do you help your team perform when you’re working within an established process, with no traditional commissions or bonuses?

• Resume (to be uploaded)

Applications will be reviewed as they are received. Please note that we review every application individually, and because our team is small, we’ll be closing this posting once we’ve received a manageable number of applicants (around 50 - 75). If you’re interested in this role, we encourage you to apply sooner rather than later - we don’t want you to miss the window!

Process

1. Initial phone screen answering a few short questions about AdvicePay and the position

2. First-round interview with the hiring manager

3. Work sample

4. Final round, including:

   • Company Core Values interview

   • An informal coffee chat to get to meet some current AP team members

   • Executive team member interview

   • Final wrap interview with the hiring manager

Our typical hiring process takes 4-6 weeks from when we first post the job to when we extend a final offer

After applying, please be on the lookout for an email from us confirming receipt of your application, as well as future correspondence (emails sometimes get caught in your Junk/Spam folder or a Promotions tab)

AdvicePay believes that our Team Members, and the individual identities and experiences of our Team Members, are our key differentiators. We won't settle for mere acceptance of each other's differences because we maintain that our Team is better because of our differences, not in spite of them. As such, our culture celebrates, champions, supports, protects, and thrives on our various and collective identity categories. AP is beyond proud to be an equal opportunity employer.