New Business Development Executive

ISS STOXX•Boston, MA

1d•Hybrid

About The Position

ISS Market Intelligence (ISS MI) is seeking a motivated new-business sales executive to acquire new clients across the financial services industry. This is a pure hunter role focused on generating opportunities and winning net-new clients in wealth management, asset management, insurance, retirement, and related markets. The position calls for a proven seller of SaaS, data, analytics, research, or technology solutions to financial services organizations who can consistently exceed new-business targets. The role uses a consultative, solution-based sales approach to engage senior decision-makers, understand their challenges, demonstrate the value of ISS Market Intelligence solutions, and help clients achieve business outcomes. The executive owns the full new-logo sales cycle within an assigned territory, from prospecting through close, and works with Inside Sales Representatives and Marketing to convert leads into sales. The position is sales-incentive eligible. The expected base pay range for Boston, MA is $90,000–$110,000 per year; exact compensation may vary based on skills, experience, and education. ISS Market Intelligence provides proprietary data, analytics, insights, research, and industry media brands to help financial services organizations assess markets, find growth opportunities, and execute go-to-market initiatives. ISS STOXX describes its broader work as delivering research, data, and technology solutions to capital-market participants. The organization has 4,000 professionals across 20 countries and serves approximately 5,000 clients. The role offers hybrid working options. Featured benefits include medical, dental, and vision coverage; a 401(k) with company matching up to 9%, including a Safe Harbor contribution; flexible spending and commuter benefit programs; paid time off; a volunteer day; and paid parental leave.

Requirements

At least 5 years of successful enterprise sales experience selling SaaS, data, analytics, technology, or research solutions to 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.
A record of consistently achieving or exceeding new-business sales quotas through proactive prospecting and new-client acquisition.
Hunter mentality and experience generating opportunities through cold calling, email outreach, networking, referrals, conferences, and social selling.
Strong understanding of the financial services ecosystem, including wealth management, asset management, insurance, retirement, and intermediary distribution channels.
Experience in a high-velocity sales environment and ability to multitask.
Experience identifying prospect needs and concerns.
Strong written and oral communication, presentation, and organizational skills.
Ability to present in person and virtually, including navigating multiple web pages and programs seamlessly.
Professionalism, analytical and conceptual problem-solving skills, and ability to engage prospects, learn about their businesses, analyze complex business issues, and encourage 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

Own the complete new-logo sales cycle in an assigned territory, from identifying and contacting prospects through discovery, proposals, negotiation, and closing.
Identify, prospect, and develop new opportunities among wealth management firms, RIAs, broker-dealers, asset managers, insurance carriers, retirement services firms, and other financial institutions.
Achieve sales goals by prioritizing sales activity and managing the pipeline.
Partner with the prospect’s network 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 closely with Inside Sales Representatives and Marketing to support a seamless transition from lead generation to sales close.
Maintain thorough knowledge of ISS Market Intelligence solution and service benefits and pricing, as well as competitors’ offerings.
Use Salesforce.com to record insights, notes, and context from meetings, calls, and emails and to support forecasting and pipeline management.
Stay current on industry trends and develop in-depth knowledge of clients and their needs to explain how ISS Market Intelligence solutions can help them manage and transform their businesses profitably.