Director, Institutional - Defined Benefit / Defined Contribution Plans

BlackRock•San Francisco, CA

7d•$200,000 - $270,000•Hybrid

About The Position

BlackRock is seeking an experienced institutional sales and relationship professional to grow its retirement business across Defined Benefit (DB) and Defined Contribution (DC) clients. The role develops and executes business development strategies, generates investment opportunities, and deepens relationships with pension sponsors and other institutional retirement clients. As a senior commercial lead and trusted advisor to assigned clients and prospects, the Relationship Manager develops a holistic understanding of their investment objectives, organizational priorities, funding considerations, and retirement plan needs. The role identifies opportunities across BlackRock’s investment, retirement, risk management, and advisory platform and coordinates firm resources to deliver client outcomes and commercial results. Based in San Francisco, the position covers institutional retirement clients and prospects across the Western U.S. and Texas, with frequent travel for relationship development, business development, and client engagement. The role also leads and develops junior team members and works collaboratively with investment teams, product groups, consultants, and client service teams. BlackRock’s Americas Institutional Businesses develops and maintains relationships with sophisticated institutional investors across the U.S., Canada, and Latin America. The Institutional Defined Contribution business helps employers’ workplace savings plan participants save and generate wealth through simple, convenient, and cost-efficient investment solutions. The position offers a salary range of USD $200,000–$270,000 for San Francisco, California, eligibility for an annual discretionary bonus, and benefits including healthcare, leave, and retirement benefits. BlackRock’s hybrid model requires employees to work at least four days per week in the office, with the flexibility to work from home one day per week; some business groups may require more in-office time.

Requirements

At least 10 years of institutional sales, business development, relationship management, and/or fundraising experience.
Demonstrated track record of originating opportunities, raising institutional assets, and achieving commercial objectives with sophisticated institutional investors.
Strong understanding of the retirement landscape, including DB and DC investment structures, governance frameworks, funding considerations, and participant outcomes.
Deep investment knowledge across traditional and alternative asset classes, retirement solutions, and institutional investment strategies.
Strong communication and presentation skills, with the ability to build credibility with senior decision-makers, consultants, and other stakeholders.
Undergraduate degree required.
Holds, or is willing to obtain, applicable Series 7, Series 63, and other required licenses.
Highly commercial, results-oriented mindset and ability to prioritize and execute opportunities with client and commercial impact.
Intellectual curiosity and judgment to navigate complex investment and retirement-related discussions.
Exceptional relationship-building and influencing skills with sophisticated institutional stakeholders.
Collaborative approach and ability to mobilize resources across a matrixed organization.
Strong leadership presence, organizational skills, professionalism, and commitment to high-quality client outcomes.

Nice To Haves

Experience serving pension, retirement, or institutional investment clients.
CFA Charter, MBA, or other relevant advanced designation.

Responsibilities

Develop and execute sales and business development strategies across assigned DB and DC clients and prospects, generating new opportunities, raising assets, and delivering against revenue objectives.
Identify, originate, and advance investment opportunities by connecting client priorities with BlackRock’s investment, retirement, risk management, and advisory capabilities.
Cultivate senior-level relationships with key decision-makers and influencers, serving as a trusted advisor and positioning BlackRock as a strategic long-term partner.
Develop a comprehensive understanding of clients’ retirement programs, including investment objectives, governance structures, funding considerations, and participant needs.
Maintain deep knowledge of BlackRock’s platform, including traditional and alternative investments, retirement solutions, index strategies, active management, and advisory capabilities.
Present BlackRock’s competitive advantages, market perspectives, and retirement expertise through client engagement, presentations, and industry participation.
Partner with investment teams, product groups, consultants, and client service teams to deliver coordinated coverage and execute growth opportunities.
Lead and develop junior team members.
Manage client activity, pipeline opportunities, and sales reporting accurately.
Travel frequently to support relationship development, business development, and client engagement across the Western U.S. and Texas.