Summary The
Director of Externals leads Potomac's External Sales team with a focus on field execution, advisor engagement, territory performance, and consistent adoption of the firm's sales process, CRM standards, and growth priorities.
This is a hands-on leadership role for a sales leader who can coach high-performing Externals, use data to drive accountability, and build a culture of disciplined execution and continuous improvement.
This position requires on-site presence in the office one week each month, with the balance of time spent traveling alongside external team members.
Key ResponsibilitiesSales Leadership- Lead, manage, and hold accountable the External Sales team against established KPIs, activity standards, pipeline objectives, and revenue goals.
- Establish consistent management rhythms, including territory reviews, pipeline reviews, coaching sessions, and performance discussions.
- Create clarity around priorities, expectations, and execution standards.
- Identify and address performance gaps while developing future sales leaders.
KPI Management & Performance Oversight- Own the measurement, reporting, and review of External Sales KPIs.
- Monitor advisor engagement, sales activity, pipeline health, opportunity progression, sales outcomes, and expense management.
- Partner with Revenue Operations to improve reporting, forecasting, CRM accuracy, and performance visibility.
- Use data and analytics to drive accountability and coaching.
Coaching, Training & Field Development- Coach Externals on prospecting, advisor meetings, opportunity management, sales messaging, and territory execution.
- Travel alongside Externals to provide real-time coaching and validate field execution.
- Reinforce Potomac's sales process, advisor engagement model, and value proposition.
- Support onboarding, training, and ongoing professional development of the External Sales team.
Sales Process & Advisor Opportunity Management- Ensure consistent execution of Potomac's sales process across all territories.
- Review advisor opportunities to improve conversion rates, pipeline progression, and advisor outcomes.
- Validate product positioning, sales messaging, and process adherence.
- Conduct CRM, email, call, and meeting reviews to improve execution quality and follow-up discipline.
Rotation & Territory Execution- Oversee External rotation schedules, territory alignment, and advisor coverage strategies.
- Ensure sales resources are focused on the highest-value opportunities and relationships.
- Evaluate rotation effectiveness and adjust territory plans based on results and market opportunities.
Cross-Functional Partnership- Partner with Internal Sales, Marketing, Revenue Operations, Portfolio Management, Operations, and Compliance to drive growth and advisor satisfaction.
- Ensure field activity aligns with firmwide growth initiatives, campaigns, and strategic priorities.
- Create strong feedback loops between the field and the broader organization.
- Support scalable sales processes and continuous improvement initiatives.
Qualifications Required- 7+ years of progressive sales, distribution, or sales leadership experience.
- Experience leading, coaching, or managing external sales professionals.
- Strong understanding of advisor distribution, territory management, pipeline development, and field sales execution.
- Demonstrated ability to manage KPIs, coach sales activity, and create accountability across a sales team.
- Experience using CRM data, activity reporting, and sales analytics to improve performance.
- Strong communication, coaching, leadership, and follow-up skills.
- Ability to operate strategically while staying close to day-to-day execution.
- Willingness and ability to travel.
Preferred- Asset management, wealth management, ETF, mutual fund, TAMP, fintech, or advisor distribution experience.
- Experience selling through Broker-Dealer, RIA, custodian, platform, or wirehouse channels.
- Familiarity with HubSpot or comparable CRM systems.
- Experience helping scale a growing sales organization.
- Strong understanding of sales process design, field coaching, and advisor deal manage
Base Salary: $150,000 + Commission
Potomac is not your typical asset manager. We cut through the industry BS with brutal transparency and an obsession with execution. If you're looking for a slow pace and low volume, this isn't for you.
If you want to drive, build, and scale, this is your shot.
Benefits:- Medical insurance
- Vision insurance
- Dental insurance
- Health savings account option
- 401(k) & other retirement benefits
- Paid maternity leave
- Paid paternity leave
- Commuter benefits
- Disability insurance
- Paid time off
