Field Sales Executive, RIA-Northeast

Vanguard•Boston, MA

1d•Hybrid

About The Position

Vanguard is seeking a seasoned and successful sales professional with deep relationships in the RIA space to join their 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. The Market Director will be responsible for territory management, pipeline development, and day-to-day execution across Massachusetts, Vermont, New Hampshire, Maine, and Rhode Island. The focus will be on the growth and retention of assets among RIAs with $500M+ in AUM, managing approximately 130 clients per territory. The role aims to drive market share and net cash flow by executing custom strategies tailored to large firms' needs. Vanguard's core purpose is to take a stand for all investors, treating them fairly, and giving them the best chance for investment success. They manage $11 trillion in AUM. Vanguard’s Financial Advisor Services is the largest and fastest-growing division, serving broker-dealers, RIAs, and bank clients by consulting on their business and offering investment products, research, and non-investment solutions. The RIA Large Market Sales Executive identifies, builds, and develops new relationships in the independent advisor community, predominantly through in-person interactions. There is a strong focus on fixed income, aiming to show the value of Vanguard fixed income to the financial advisor community and disrupt the industry with their growing lineup of fixed income funds while remaining a leader in indexed equities.

Requirements

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.
Candidate must be currently based in territory or be willing to relocate.
Territory covers Massachusetts, New Hampshire, Vermont, Maine, and Rhode Island.

Nice To Haves

Existing relationships and connectivity in the Massachusetts, New Hampshire, Vermont, Maine, and Rhode Island market is strongly preferred.
Knowledge of fixed income markets and fixed income investment landscape preferred.
Knowledge of direct indexing preferred.
CFA preferred.

Responsibilities

Generates and deepens 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.
Builds 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.
Collaborates 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.