Business Development Associate - Enterprise

JOB OVERVIEW

The Business Development Associate (BDA) drives revenue growth by identifying, qualifying, and developing distribution opportunities with fintech platforms, digital investment services, wealth technology providers, and financial service platforms. Working closely with the Business Development Manager (BDM), this role focuses on high-velocity prospecting and relationship development with technology-enabled companies seeking to integrate or offer self-directed IRA capabilities to their users. This is a consultative, entrepreneurial sales role requiring technical fluency and the ability to navigate complex platform organizations.

RESPONSIBILITIES & DUTIES

• Partnership Development & Lead Generation
• Generates and qualifies a minimum of 25 new platform partnership opportunities per quarter through targeted outbound prospecting into fintech, wealth tech, digital platforms, and investment technology ecosystems
• Identifies integration opportunities where Equity Trust's API, white-label solutions, or custody services align with platform partner needs
• Conducts market research to identify emerging fintech companies, platform providers, and technology-enabled financial services firms

Relationship Management & Sales Execution

• Schedules and conducts a minimum of 60 qualified decision-maker meetings per quarter with platform partners (product leaders, partnership teams, business development, and technical stakeholders) in concert with the Business Development Manager
• Navigates complex organizational structures to identify and engage key stakeholders across product, engineering, partnerships, and business development functions
• Achieves quarterly revenue contribution targets (as defined by Sales Leadership) through platform partnerships and integration opportunities
• Articulates technical partnership models including API integrations, revenue sharing arrangements, white-label solutions, and referral frameworks

Pipeline Management and Forecasting

• Documents all sales activities, meetings, and opportunities in Salesforce CRM within 24 hours of occurrence with complete and accurate data
• Coordinates and facilitates weekly pipeline review meetings with BDM(s) to ensure CRM accuracy, review qualified opportunity progression, and support accurate revenue forecasts
• Applies structured qualification methodologies (e.g., MEDDIC, BANT) to assess opportunity viability and technical fit

Product and Market Expertise

• Maintains comprehensive understanding of Equity Trust's self-directed IRA products, custody services, API capabilities, and integration options
• Develops working knowledge of fintech partnership structures, technical integration requirements, and platform decision-making processes
• Understands competitive landscape in custodial services, alternative investment platforms, and wealth technology integrations
• Communicates technical concepts (APIs, webhooks, data integrations, SSO) effectively with both technical and non-technical stakeholders

Compliance and Administration

• Ensures compliance with internal and external rules, policies and procedures, and regulatory requirements
• Travels to existing and prospective platform partners, fintech conferences, and industry events as needed
• Performs other duties as assigned

QUALIFICATIONS

• Bachelor's degree in business, technology, finance, or related field; equivalent work experience demonstrating entrepreneurial success and technical aptitude may be considered in lieu of degree
• Minimum three (3) years of successful high-velocity B2B sales, business development, or partnership development experience
• Demonstrated track record of meeting or exceeding pipeline generation and revenue targets in a metrics-driven environment
• Experience with consultative selling and qualification methodologies
• Strong pipeline management and forecasting abilities

PROFESSIONAL CERTIFICATIONS

• None required

TECHNICAL SKILLS

To be successful in this role, you should have experience with and an understanding of the following:

• Salesforce CRM or similar sales management systems (required) - advanced proficiency with pipeline management, opportunity tracking, and forecasting
• Experience tracking and reporting on sales metrics and KPIs including activity metrics, conversion rates, and pipeline velocity
• Working knowledge of technical partnership concepts including APIs, integrations, platform architectures, and digital service delivery models (does not require engineering background, but must be able to understand and discuss technical requirements with stakeholders)
• Intermediate-level proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook)

CULTURAL COMPETENCIES

In addition to our core company competencies of Cultivates Innovation, Nimble Learning, Action Oriented, Collaborates, and Being Resilient, a successful candidate in this role should exhibit the following behavioral competencies:

• Customer Focus
• Resourcefulness
• Communicates Effectively
• Results Driven
• Entrepreneurial Mindset
• Instills Trust
• Self-Motivated
• Technical Curiosity

PHYSICAL DEMANDS/WORK ENVIRONMENT

This job operates in a professional office environment and routinely uses standard office equipment. While performing the duties of this job, the associate is regularly required to speak and hear. The associate is frequently required to sit for extended periods of time, as well as stand, walk, use hands and fingers, and reach with hands and arms. This job requires the ability to lift files, open filing cabinets, and bend or stand on a stool as necessary.

DISCLAIMER/ASSOCIATE ACKNOWLEDGEMENT

The above statements describe the general nature and level of work only. They are not an exhaustive list of all required responsibilities, duties, and skills. Other duties may be added, or this description amended at any time.