Market Director – Large Market RIA, New England

About the role

This role is part of a senior sales team and maintains a 1:1 partnership with an internal sales executive. You will be responsible for territory management, pipeline development, and day-to-day execution across Massachusetts, Vermont, New Hampshire, Maine, and Rhode Island.

Responsibilities

• Generates and deepen relationships with large Registered Investment Advisors (RIAs), focused on those with $500M+ in AUM, with at least 60%+ of interactions in-person.
• Seeks to understand the philosophy, structure, and strategic priorities of each firm, acting as a trusted advisor in aligning Vanguard’s capabilities with client needs.
• Drives results and outcomes, with a strong emphasis on fixed income solutions and custom strategy execution.
• Delivers key messages through targeted engagements including in-person meetings, virtual visits, phone calls, and participation in national, regional, and local events.
• Buils and maintains a pipeline of high-quality sales opportunities, evidencing wins regularly within a strategically curated book of :150 high-priority clients.
• Leverages this knowledge to position Vanguard’s offerings credibly and consultatively, especially in areas where we aim to disrupt—like fixed income.
• Develops and executes a strategic sales plan focused on depth over breadth, enabling stronger retention, loyalty, and asset growth.
• Builds strong relationships across the firm, not just with investment decision-makers, but across entire organizations.
• Supports event strategy, expands fields of play, and helps bring the full breadth of Vanguard to each client.
• Collaborates closely with internal sales partners in a 1:1 model, sharing ownership of territory strategy, prospecting, and execution.
• Coaches and supports less experienced sales executives and internal stakeholders.
• Embraces technology and experimentation to enhance the sales process and client experience.
• Uses data and insights to prioritize efforts and optimize territory performance.
• Efficiently manages administrative responsibilities and contributes meaningfully to Vanguard’s corporate initiatives—helping shape strategy, drive execution, and support adoption across the organization.

Requirements

• Minimum ten years related experience.
• At least five years sales experience required.
• Undergraduate degree or equivalent combination of training and experience.
• FINRA Series 7 & 63 required.

Qualifications

• Knowledge of fixed income markets and preferred fixed income investment landscape.
• Knowledge of direct indexing preferred.
• CFA preferred.