Charles Schwab

Internal Sales Leader - Retirement Plan Services

Charles Schwab • $110K — $130K *
Richfield, OH 44286In-Person
Finance & Insurance
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree or equivalent experience.
  • 7+ years in retirement plans, equity compensation, or related financial services fields.
  • Proven record in business development and consultative selling.
  • Experience in team leadership, accountability, and talent development.
  • Ability to manage personal sales while leading a team.
  • Strong communication and relationship management skills.
  • Proficiency in CRM tools, especially Salesforce.

Responsibilities

  • Lead and develop internal sales representatives focused on retirement plan and equity compensation.
  • Create clear roles and performance standards for team effectiveness.
  • Provide coaching through call reviews and deal strategy sessions.
  • Enhance team sales skills and encourage cross-training for integrated selling.
  • Support talent management practices for the internal sales team.
  • Maintain a personal portfolio of key prospects and partners while leading the team.
  • Execute direct sales activities including prospect presentations and discovery meetings.

Benefits

  • Opportunity for performance-based bonuses or incentives.
  • Engaging in a collaborative and inclusive work culture.
  • Pathways for career advancement through talent development.
  • Focus on employee performance management and succession planning.
Full Job Description
Your Opportunity

The Internal Sales Leader leads the internal sales representatives supporting Retirement Plan Recordkeeping and Equity Compensation & Stock Plan Services. This is a working-leader role that combines people leadership, coaching, performance accountability, and team development with direct ownership of business development and sales execution. This role builds a high-performing, consultative internal sales function that generates qualified opportunities, strengthens advisor and consultant referral channels, and advances integrated workplace-services opportunities in partnership with field sales and cross-functional teams.

People Leadership & Team Development
  • Lead, coach, and develop internal sales representatives across the retirement plan and equity compensation disciplines, establishing clear expectations for activity, quality, collaboration, and results.
  • Create role clarity, operating rhythms, development plans, and performance standards that enable consistent execution while recognizing the specialized expertise required for each market.
  • Provide frequent coaching through call reviews, pipeline reviews, deal strategy sessions, role-play, and field observation; translate feedback into specific development actions.
  • Build product, industry, competitive, and consultative-selling capability across the team and encourage cross-training that supports integrated workplace-services conversations.
  • Foster an inclusive, accountable, and collaborative culture that rewards initiative, sound judgment, client focus, and partnership across functions.
  • Support recruiting, onboarding, talent development, succession planning, workload allocation, and performance management for the internal sales team.


Working Leader & Direct Sales Execution
  • Maintain a personal portfolio of priority prospects, referral partners, or strategic opportunities while balancing day-to-day leadership responsibilities.
  • Conduct outbound business development, discovery, lead qualification, and follow-up across retirement plan recordkeeping and/or equity compensation opportunities based on business need.
  • Lead or participate in prospect presentations, discovery meetings, finalist meetings, industry events, and complex deal-strategy discussions.
  • Personally model disciplined Salesforce usage, strong call planning, accurate forecasting, timely follow-through, and high-quality opportunity documentation.
  • Step into high-value or complex opportunities to remove barriers, align stakeholders, and accelerate progress through the sales cycle.

Sales Strategy, Pipeline & Performance Management
  • Translate annual business objectives into team-level prospecting, pipeline, territory, and conversion strategies in partnership with sales leadership.
  • Establish and monitor performance measures, including meetings generated, qualified opportunities, proposal activity, pipeline value, forecast quality, conversion, and closed sales.
  • Lead recurring pipeline and forecast reviews; challenge assumptions, identify gaps, prioritize actions, and ensure opportunities meet qualification and strategic-fit standards.
  • Use market, activity, funnel, and competitive insights to refine campaigns, allocate resources, and improve productivity and sales outcomes.
  • Ensure appropriate coverage and coordination across territories, market segments, field sales partners, advisors, consultants, and strategic referral channels.


Retirement Plan & Equity Sales Support
  • Partner with field sales representatives to execute territory growth strategies and achieve annual sales objectives.
  • Assist with sales presentations, discovery meetings, and finalist meetings, coordinating and driving strategy to meet prospect needs.
  • Understand current retirement industry landscape and coordinate sales campaigns accordingly.
  • Coordinate proposals, RFP responses, pricing requests, and competitive analyses to position Schwab as the clear choice.
  • Support provider benchmarking and conversion readiness discussions.
  • Partner with implementation and operations on onboarding and transition planning to deliver a seamless, best-in-class transition to Schwab.


Cross-Functional Partnership & Integrated Growth
  • Build strong relationships with marketing, consultant relations, product, sales operations, pricing and underwriting, legal/contract services, implementation, and service teams.
  • Represent the internal sales organization in planning forums and communicate market feedback, process barriers, resource needs, and emerging opportunities to leadership.


What you have

Required:
  • Bachelor's degree or equivalent experience.
  • 7+ years of relevant experience in retirement plans, equity compensation, financial services, institutional sales, wealth management, employee benefits, or a related field.
  • Demonstrated success in business development, consultative selling, pipeline creation, and sales execution.
  • People-leadership or team-lead experience, including coaching, performance accountability, and talent development.
  • Ability to operate as a working manager and personally manage prospects and opportunities while leading the team.
  • Strong executive communication, presentation, relationship-management, and cross-functional leadership skills.
  • CRM and forecasting proficiency, preferably Salesforce.

Preferred:
  • Experience leading internal sales, business development, or sales-support professionals.
  • Depth in retirement plan recordkeeping, equity compensation, or stock plan administration, with the ability to build fluency across both.
  • Experience working with advisors, consultants, RIAs, plan sponsors, public companies, or pre-IPO organizations.
  • Knowledge of ERISA, fiduciary frameworks, SEC reporting, equity-plan administration, provider conversions, global plans, and competitive positioning.
  • Relevant designation such as ASPPA, NAPA, CEBS, CRPS, AIF, CEP, CFP, or a similar credential.
  • Experience driving integrated or cross-sell strategies across workplace financial benefits.

In addition to a base salary, this role is also eligible for bonus or incentive opportunities.

About Charles Schwab

Charles Schwab is a financial services company that provides a full range of securities, brokerage, banking, money management, financial advisory, investor, and retirement plan services. It operates in four main divisions; investing, wealth management, banking, and trading. Charles Schwab provides a full-service brokerage platform that serves individual investors who invest on their own or through a workplace-sponsored retirement or equity plan, as well as banking through Schwab Bank. The firm was founded in 1973 and is headquartered in San Francisco, California.

Charles Schwab Careers

Join the vibrant team at Charles Schwab, a leader in global finance, where your career is propelled by innovation, leadership, and a commitment to diversity and professional growth. At Charles Schwab, we offer more than just job opportunities; we provide a platform for you to make a significant impact on the industry and our clients' lives.

Work You’ll Do

At Charles Schwab, we are dedicated to helping our clients manage their financial futures. Being part of our team means you'll work alongside some of the most skilled professionals in the financial services industry. Our culture thrives on teamwork, integrity, and relentless dedication to our clients. Whether you're looking for a position in financial consulting, technology, or administrative support, Charles Schwab offers a dynamic work environment where your skills will be honed and your achievements recognized.

Innovate and Lead

Embrace the opportunity to lead through innovation. Charles Schwab’s commitment to technology and innovation is fundamental to our service delivery. By joining our team, you will be at the forefront of developing new solutions that redefine the future of finance. Your leadership can guide significant projects that impact our company and the industry.

Grow Your Career

Charles Schwab believes in fostering the growth of its employees. Whether through professional development programs, diversity training, or leadership workshops, we ensure that our team members receive the support and training they need to advance their careers. With a variety of career paths available, your job at Schwab can evolve with your interests and expertise.

Internship and Employment Opportunities

Start your professional journey with Charles Schwab through our internship programs or full-time employment opportunities. We seek individuals who are passionate, curious, and ready to drive change. A career at Schwab is not just about having a job; it's about building a lasting relationship with a company that values your potential.

Benefits and Culture

Charles Schwab is renowned for its employee-friendly culture. We offer a comprehensive benefits package that supports the health, financial stability, and work-life balance of our team members. From competitive salaries and bonuses to health insurance and retirement plans, Schwab ensures that your career is as rewarding as it is enriching.

Networking and Professional Development

Expand your professional network and enhance your skills through our various networking events, mentorship programs, and training sessions. At Charles Schwab, we believe in leveraging collective expertise to foster learning and innovation. Engage with leaders, gain insights from experienced professionals, and build relationships that will aid your career trajectory.

Join Our Team

Explore the numerous career paths available at Charles Schwab and discover how your talents can be utilized to their fullest potential. Search open positions that match your skills and interests. We are continuously hiring across various disciplines and look forward to adding innovative, driven individuals to our team.

Stay Connected

Keep up to date with the latest from Charles Schwab Careers by subscribing to our job alert emails. Tailor your subscription to receive updates that align with your career preferences and be the first to know about new openings, company news, and professional tips.

Explore Charles Schwab Jobs

Ready to take the next step in your career? Visit our careers page to review current job openings, submit your resume, and prepare for your interview. At Charles Schwab, your future is waiting. [SEARCH CHARLES SCHWAB JOBS] Join Charles Schwab today and be part of a team that values diversity, innovation, and leadership—where your career can thrive in the exciting world of finance.
Learn more about Charles Schwab
Size
34,200 employees
Market Cap
$151.6 billion
Industry
Finance & Insurance
Net Income
$3.2 billion
Founded
1973
5 Year Trend
+20%
Revenue
$12.1 billion
NASDAQ
SCHW
* Ladders Estimates

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