New Business Development Executive

ISS STOXX•Boston, MA

2d•$90,000 - $110,000•Hybrid

About The Position

ISS Market Intelligence (ISS MI) is seeking a motivated new-business sales professional to acquire new clients across the financial services industry. This is a hunter role focused on generating opportunities and winning net-new clients in wealth management, asset management, insurance, retirement, and broader financial services markets. The role uses a consultative, solution-based approach to identify prospects’ challenges, demonstrate the value of ISS Market Intelligence solutions, and help clients achieve business outcomes. The successful candidate will own the new-logo sales cycle across an assigned territory, from prospecting and discovery through proposals, negotiation, and close. They will engage senior decision-makers, build business cases, deliver presentations and demonstrations, and coordinate with Inside Sales and Marketing. The position also involves maintaining market and product knowledge, recording sales activity and insights in Salesforce, and managing the pipeline and forecast. The expected base pay range for this role based in Boston, Massachusetts, is $90,000–$110,000 per year. Exact compensation may vary based on skills, experience, and education. The role is eligible for sales incentives. Hybrid working options are offered.

Requirements

At least 5 years of successful enterprise sales experience selling SaaS, data, analytics, technology, or research solutions into the financial services industry.
Experience selling to wealth management firms, RIAs, broker-dealers, asset managers, insurance carriers, or retirement plan providers.
Ability to network and build relationships with senior leaders at global asset managers, wealth management firms, and insurance providers.
Bachelor’s degree from an accredited university or equivalent industry experience.
Consistent record of achieving or exceeding new-business sales quotas through proactive prospecting and client acquisition.
Demonstrated hunter mentality and experience generating opportunities through cold calling, email outreach, networking, referrals, conferences, and social selling.
Strong understanding of financial services, including wealth management, asset management, insurance, retirement, and intermediary distribution channels.
Experience working in a high-velocity sales environment and managing multiple tasks.
Experience identifying prospect needs and concerns.
Strong written and oral communication, presentation, and organizational skills.
In-person and virtual presentation skills, including the ability to navigate multiple web pages and programs seamlessly.
Professionalism, analytical and conceptual problem-solving skills, and the ability to engage prospects, understand their businesses, analyze complex business issues, and drive adoption of solutions and services.
Ability to work creatively under pressure and meet deadlines.
Ability to learn new business, data, and technology concepts.

Nice To Haves

Experience with Salesforce.com.
Understanding of LinkedIn Sales Navigator and how to use it to build networks and pipelines.
Familiarity with Microsoft Office software, including PowerPoint, Excel, Word, and Outlook.

Responsibilities

Drive the complete new-logo sales cycle within the assigned territory, from prospect identification and outreach through discovery, proposal, negotiation, and close.
Identify, prospect, and develop new business opportunities with wealth management firms, RIAs, broker-dealers, asset managers, insurance carriers, retirement services firms, and other financial institutions.
Prioritize sales activity and pipeline to achieve sales goals.
Use networks to develop and deliver tailored business cases demonstrating solution value or ROI.
Present solution benefits through in-person prospect visits, industry conferences, and web-based demonstrations.
Work with Inside Sales Representatives and Marketing to support a seamless transition from lead generation to sales close.
Maintain working knowledge of the benefits and pricing of ISS Market Intelligence solutions and services, as well as competitors’ offerings.
Use Salesforce.com to capture insights and context from meetings, calls, and emails and support effective forecasting and pipeline management.
Stay current on industry trends and develop knowledge of clients’ needs to educate them on how ISS Market Intelligence solutions can help manage and transform their businesses.