Strategic Partnerships Director

Job description

ABOUT US We’re a startup with big ambitions: to make estate planning modern, visual, and intelligent. Vanilla https://www.justvanilla.com/ is the first AI-powered estate advisory platform, built by advisors, planners, and attorneys to transform how wealth is transferred across generations. Our technology unifies scenario modeling, client visualization, and document creation into one seamless, digital experience. Our team brings together diverse subject matter expertise across estate planning, wealth management, and scaling SaaS startups. We’re distributed across the U.S., with a mix of fully remote and hybrid roles, and we embrace flexibility while staying closely connected. At Vanilla, you’ll join curious builders and problem-solvers who thrive on speed, autonomy, and impact. Here, you won’t just join a company, you’ll help create it. If you’re excited to tackle hard problems, move quickly, and see your work shape both an industry and a growing startup, we’d love to meet you. WORKING LOCATION This role is a remote position, you must be based out of one of the following states: Arizona,California, Colorado, Connecticut, Florida, Georgia, Idaho, Illinois, Kentucky, Maine, Massachusetts, Minnesota, New Jersey, New York, Ohio, Pennsylvania, Texas, Utah or Washington JOB SUMMARY Vanilla has built a scalable partnerships motion, and we’re looking for a commercially-minded individual contributor to take it further. As Strategic Partnerships Director, you’ll own our partner ecosystem across three tracks: revenue-generating distribution partnerships with IBDs, enterprise wealth platforms, and custodians; technology integrations that embed Vanilla into the advisor’s existing workflow; and professional firm channels, CPA firms, estate planning attorneys, and family office networks. This is a high-impact IC role with significant autonomy. You’ll work cross-functionally with Sales, Marketing, Customer Success, and Product, reporting directly to the CRO with regular exposure to executive leadership. RESPONSIBILITIES - Own partnership strategy across distribution, tech integrations, and professional channels - Source, negotiate, and close partnerships; manage relationships end-to-end - Navigate enterprise onboarding: security reviews, compliance, procurement - Drive pipeline through the referral program and co-selling with Sales - Partner with Product to evaluate and launch technology integrations - Report performance and pipeline to ELT; represent Vanilla at industry events REQUIRED QUALIFICATIONS - 8+ years in BD, partnerships, or strategic sales in fintech or financial services - Track record of partner programs that drove pipeline and revenue—not just relationships - Experience with enterprise FS channels: IBDs, TAMPs, custodians, or RIA platforms - Strong negotiation skills; experience closing complex partnership agreements - High EQ; can manage a large portfolio of relationships independently - Must be authorized to work in the US; no visa sponsorship PREFERRED QUALIFICATIONS - Familiarity with wealthtech: CRMs, portfolio management, custodians, planning tools - Existing relationships in wealthtech, RIA, or IBD space - Experience with estate planning or adjacent legal/tax fintech ✅ YOU MIGHT BE A GREAT FIT IF - You’ve built a partnerships program from scratch and own it commercially - You measure yourself by pipeline and revenue, not signed agreements - You’re comfortable in C-suite pitches and technical integration conversations - You build the playbook as you go and thrive without a lot of structure ❌ YOU MAY NOT BE A GREAT FIT IF - You need a team or heavy process to be effective - You hand off relationships after the deal is signed - The wealthtech or estate planning space is entirely new to you COMPENSATION The salary range for this role is $165,000 to $185,000. Our compensation packages also include a performance based bonus and equity. Compensation is based on a number of factors and may vary depending on job-related knowledge, skills, and experience. BENEFITS: - Flexible paid time off policy and 10 company-wide paid holidays - Parental leave, 6 weeks for all full-time employees and up to 14 weeks for birthing parents - Medical, dental, and vision benefits coverage for employees and their families - 401K eligibility after one month of employment - Free estate planning documents - Budget for learning & development and home office setup - Paid parking or transit for hybrid and in office employees Vanilla Technologies Inc. (dba "Vanilla") provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Vanilla participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.