Job DescriptionThe Head of ETF Distribution is accountable for building, executing, and scaling the U.S. ETF distribution capability in support of the firm's broader ETF platform strategy. This role owns revenue growth for ETFs, with responsibility spanning distribution strategy, platform access, asset growth, and distributor engagement from launch through transition to business-as-usual.
Operating in a lean, build-phase context, this role requires a senior distribution leader who can combine strategic direction, hands-on execution, and cross-functional leadership. The role works closely with the Global Head of Index and ETFs, Distribution, Product, Capital Markets, Marketing, Operations, Legal/Compliance, and external partners to ensure consistent market positioning and effective go-to-market execution.
Key Accountabilities
1. Distribution Strategy & Commercial Execution
- Define and execute the U.S. ETF distribution strategy aligned with ETF product positioning, launch sequencing, and firm growth objectives.
- Establish and manage AUM, flow, and platform-access targets; monitor progress and adapt tactics based on market feedback.
- Act as the commercial owner of ETF outcomes, ensuring distribution execution remains aligned with product, marketing, and platform readiness.
2. Platform Access & Gatekeeper Engagement
- Own senior relationships with national accounts, RIA custodians, IBD home offices, TAMPs, and model portfolio providers.
- Lead ETF onboarding, approval, and shelf placement processes across priority platforms.
- Build and maintain credibility with research, due-diligence, and model portfolio teams to support long-term adoption.
3. ETF Launch, Early-Life Growth & Liquidity Support
- Partner with internal teams to support successful ETF launches, including seeding strategy, liquidity positioning, and early trading quality.
- Work closely with Marketing to ensure consistent positioning, messaging, and sales enablement aligned with distribution priorities.
- Ensure consistency between distribution messaging, marketing content, and secondary-market outcomes.
- Identify opportunities to leverage existing institutional or internal relationships to support early asset formation.
4. Team Leadership & Capability Build-Out
- Operate initially as a player-coach within a deliberately lean distribution model.
- Design and scale a small, high-impact ETF distribution team as assets and platform coverage expand.
- Coordinate with external distribution infrastructure, including broker-dealer arrangements, in line with the agreed operating model.
- Partner with Marketing leadership to shape scalable ETF sales enablement and advisor education.
5. Governance, Risk & Cross-Functional Leadership
- Represent Distribution in ETF governance forums, escalating material risks, dependencies, and opportunities.
- Ensure distribution activity aligns with regulatory, licensing, and compliance requirements.
- Provide clear executive-level reporting on distribution performance, market feedback, and forward priorities.
QualificationsExperience
- 10+ years of experience in asset management distribution, with significant exposure to ETFs or exchange-traded products.
- Proven track record launching and scaling products through U.S. wealth or institutional distribution channels.
- Established relationships with key platform gatekeepers and national accounts.
- Experience operating in build, scale, or transformation environments.
Technical & Commercial Capabilities
- Deep understanding of ETF distribution economics, platform dynamics, and due-diligence processes.
- Strong commercial judgment, negotiation skills, and executive presence.
- Ability to balance strategic leadership with pragmatic execution in a lean environment.
- Comfort partnering across Product, Capital Markets, Marketing, Operations, and Control functions.
Licensing & Regulatory
- Relevant FINRA licenses (e.g., Series 7, 24, 63).
- Familiarity with broker-dealer, platform, and advisor-facing regulatory requirements.
Additional InformationThe starting salary offer will vary based on multiple factors, including but not limited to the applicant's education, job-related experience, skills, and abilities, geographic location, and market factors. This position is also eligible to participate in the company's annual discretionary bonus plan. Full time employees may be eligible for health insurance with an optional HSA, short term disability, long term disability, dental insurance, vision care, life insurance, Healthcare, Dependent and Limited Care Flexible Spending Accounts, 401K, vacation, sick time, an employee assistance program, and commuter and transit programs. Additional voluntary programs include: supplemental health benefits including accidental injury, critical illness and hospital indemnity insurance and pet insurance.
