RIA Hybrid Sales Executive - California
Leads relationship development and business growth across a territory of approximately 250 Registered Investment Advisor (RIA) firms spanning California, Nevada, and Hawaii, anchored by a large and strategically important California asset base. Serves as a trusted consultant, leveraging deep investment expertise, market insights, and Vanguard's capabilities to drive advisor adoption, strengthen client outcomes, and grow assets under management. Delivers a high-impact coverage model through primarily virtual engagement (75%) and targeted field sales activity (25%) across both metro and non-metro markets.
Core Responsibilities
- Achieves sales and retention goals while operating in accordance with Vanguard's Code of Ethics. Develops and executes a strategic territory plan to drive growth across an assigned book of approximately 250 RIA firms.
- Expands Vanguard's presence and market share by identifying new opportunities and deepening existing advisor relationships through targeted business development activities.
- Builds trusted relationships with advisors and key decision-makers by understanding their business models, investment philosophies, and client needs.
- Serves as a consultative partner, delivering Vanguard's investment solutions, market insights, and resources to help advisors achieve their business and client objectives.
- Demonstrates expertise in capital markets, investment products, and industry trends to provide relevant perspectives and effectively position Vanguard's capabilities.
- Engages clients and prospects through a combination of virtual meetings, phone outreach, face-to-face meetings, educational events, and regional and national industry conferences.
- Delivers presentations at client seminars and industry events to strengthen advisor engagement, enhance Vanguard's brand, and generate actionable business opportunities.
- Utilizes technology and data-driven insights to expand coverage, personalize engagement, and effectively serve advisors across metro and non-metro markets.
- Prioritizes opportunities and determines the most effective mix of virtual and in-person engagement to maximize impact and business results.
- Partners closely with field sales, key account teams, and internal stakeholders to deliver a coordinated client experience.
- Participates in special projects and performs other duties as assigned.
Qualifications
- Eight to ten years of related experience, including five years of direct sales experience.
- Undergraduate degree or equivalent combination of training and experience. Graduate degree preferred.
- Progress toward or completion of an MBA, CFA, or CIMA preferred.
- Required to obtain and maintain applicable regulatory licenses and registrations (e.g., FINRA, state registrations).
- Knowledge of capital markets and investment management.
- Strong relationship-building, communication, and consultative selling skills.
- Ability to effectively manage priorities and collaborate across teams.
- Commitment to building lasting professional relationships.
Location
The ideal candidate resides in either the Los Angeles metro area or the San Francisco Bay Area to support in-person engagement within the territory's largest concentration of advisor relationships and assets. Scottsdale, AZ is also a location option given its proximity to Vanguard's regional office and the broader Western sales organization.
Compensation
In addition to base salary, this position is eligible for incentive compensation. Total compensation may be significantly higher than the posted base salary range and varies based on individual performance, territory results, and applicable incentive plans.
Special Factors
Sponsorship
Vanguard is not offering visa sponsorship for this position.
Salary Range:
$85,000.00 - $140,000.00
