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
As the
Market Director - Large Market RIA, Northeast, your focus will be on the growth and retention of assets among RIAs with $500M+ in AUM. This model is designed to enable deeper, more strategic engagement with a high-priority book-averaging ~130 clients per territory. You will drive market share and net cash flow by executing custom strategies tailored to the unique needs of large firms.
What it takes - 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.
- Builds 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.
- Build 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.
- Collaborate 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.
Special Factors- Candidate must be currently based in territory or be willing to relocate.
- Territory covers Massachusetts, New Hampshire, Vermont, Maine, and Rhode Island.
- Existing relationships and connectivity in the Massachusetts, New Hampshire, Vermont, Maine, and Rhode Island market is strongly preferred.
- Knowledge of fixed income markets and preferred fixed income investment landscape.
- Knowledge of direct indexing preferred.
- CFA preferred.
Special FactorsSponsorshipVanguard is not offering visa sponsorship for this position.
