Business Development Officer - Custodian Relationships

The Role

As part of Addepar’s Go To Market team, the BDO - Custodian Relationships (“the Role”) manages and expands relationships within Wealth Tech consulting teams at leading Americas based custodians (“Custodians”). These firms wield significant influence over Wealth Tech buying decisions by RIAs and other wealth managers. More specifically, the Role is responsible for driving engagement and education with key collaborators (both internal and external) as a means to source referrals and shepherd them through the sales cycle in partnership with other GTM personnel.

This is an exciting opportunity to join an industry innovator in the Wealth Tech space as well as a dynamic team that enables the ecosystem surrounding Addepar’s industry changing/leading software platform! Like other members of Addepar’s Partnerships team, you will drive strategic alliances and cultivate relationships to enhance our market reach and deliver additional value to our clients. A key component of the Role is traveling to industry events as well as in-person meetings with a broad range of Custodians personnel to help them develop a deeper understanding of Addepar’s products and services.

Addepar takes a market-based approach to pay. A successful candidate’s starting pay will be determined based on the role, job-related skills, experience, qualifications, work location, and market conditions. The range displayed on each job posting reflects the minimum and maximum target base salary for roles in Colorado, California, and New York.

The current range for this role is $117,000 - $183,000 (base salary) + bonus + equity + benefits. 

Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Additionally, these ranges reflect the base salary only, and do not include bonus, equity, or benefits.

What You’ll Do

• Drive outcomes that impact new sales and revenue targets. A material portion of compensation will be based on closed/won business resulting from referrals generated from Custodians.
• Help define and build a new function. There will be work to establish processes and protocols to scale this function across multiple BDO’s in this type of role.
• Pipeline collaboration and management. Actively supports and mines their assigned Custodian’s business development pipelines to uncover new sales opportunities and shepherd them through the sales process in partnership with Account Executives and other GTM personnel.
• Drive awareness about Addepar. Proactively drive awareness of Addepar's full product suite and services, often running product demos and education sessions, often in-person.
• Becoming a subject matter authority in the Partners' offerings. Develop a deep understanding of Partners products/services and leverage it to support new business opportunities.
• Deliver the firm. Coordinates involvement of Addepar company personnel, including sales, services, and management resources in order to meet partner objectives and provide a seamless gateway to all things Addepar.
• GTM Enablement. Ensure all GTM personnel are supported if/when they need to maximise a Partner to pursue a new business opportunity.
• Information Management. Keeping Addepar’s CRM system up to date on all relevant opportunities and driving efforts to implement analytics and share the resulting insights.

Who You Are

• Prior experience. 6+ years of Go to Market experience via software sales, partnerships or wealth management. Experience as a technology consultant, preferably at a large US custodian is highly preferred.
• Knowledge. Detailed knowledge of the wealth management and Wealth Tech industries as well as a robust network of colleagues within the custody and RIA markets.