Account Director, Americas (Institutional Sales)

Glass Lewis & Co•,

9h•$125,000 - $175,000

About The Position

The Account Director will drive sales efforts to financial institutions, focusing primarily on new business development and client growth. The role expands new business in the assigned region by identifying opportunities, coordinating resources, and demonstrating technical product expertise. It also leads projects and manages responsibilities that create sales opportunities with existing and prospective clients while mitigating client-retention risk. The successful candidate understands the corporate governance, investment stewardship, and ESG markets and has experience building strategic relationships with asset owners, asset managers, and other relevant parties. The position is intended for someone based in the United States who can travel nationally and/or within the assigned territory. The Account Director reports to the Vice President, Institutional Relations - Americas. The role requires strong relationship-building, presentation, organizational, communication, and collaboration skills, along with the ability to work autonomously in a flat organization. An undergraduate degree and at least five years of relevant experience are required. The position offers a base salary of $125,000–$175,000, quarterly commission, and a range of benefits.

Requirements

Undergraduate degree required.
At least 5 years of relevant experience required.
Experience in a related sales role, including creating opportunities with new prospects and existing client accounts.
Institutional investor-related work experience required.
Ability and communication skills to initiate and develop meaningful relationships with clients and prospects at all levels, from C-suite to administrative contacts.
Experience and skill delivering presentations at a high level within the financial services market.
Organized, efficient, accountable, and comfortable working in a deadline-driven environment.
Interpersonal skills to build collaborative internal relationships and coordinate resources across departments.
Excellent writing and communication skills.
Willingness to work autonomously to solve problems in a flat organization.
Proficiency with Microsoft Office.
Ability to travel nationally and/or within the assigned geographic territory.

Nice To Haves

MBA or another relevant graduate degree.
Prior sales experience with asset managers and asset owners.
Experience with proxy research and voting industry products and/or sustainability products.
Familiarity with sales CRMs such as Salesforce or HubSpot.

Responsibilities

Identify, target, and engage prospects across the assigned territory.
Create and manage new business opportunities, including demonstrating products, preparing presentation materials, and coordinating responses to RFPs and questionnaires.
Develop deep technical expertise in Glass Lewis products and knowledge of company staff and processes.
Coordinate meetings, including client due diligence visits, sales presentations, and conferences or events hosted by Glass Lewis or other organizations.
Collaborate with the Client Service team to strengthen existing client relationships and identify cross-selling opportunities.
Assist the Vice President, Institutional Sales - Americas with special projects and gather and provide ongoing market intelligence.
Identify sales trends and opportunities to improve processes by analyzing internal and external data.
Document interactions and other appropriate activity in the company CRM, and maintain accurate pipeline information and data for existing and prospective accounts.