Market Director – Large Market RIA, New England

About the role

Vanguard is seeking a seasoned and successful sales professional with deep relationships in the RIA space to join our Large Market team as a Market Director. 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.
• 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.
• Demonstrates deep expertise in capital markets, investment management, and industry trends. 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.

Qualifications

• 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.