Vice President, Account Executive- 401K/Retirement Sales

Fidelity Investments

5d•Hybrid

About The Position

The Account Executive (AE) is a strategic sales leader responsible for driving new business growth in the Mid and Large Market Corporate Defined Contribution space. Covering a multi‑state territory( FL, SC, NC, VA, GA. DC), the AE develops deep advisor and consultant relationships, leads complex pursuits, and delivers tailored retirement plan solutions that help organizations and their employees achieve better financial outcomes. This role requires a balance of strategic thinking, sophisticated consultative selling, disciplined execution, and the ability to influence key decision‑makers across long institutional sales cycles. The Expertise We're Seeking 10+ years of institutional sales or senior client-facing experience Proven sales success working with advisors, consultants, or intermediaries Defined contribution expertise required Experience engaging Mid / Large Market prospects ($50M-$250M in plan assets) NASD Series 7 and 63 required Bachelor's degree required Willingness to travel ~40% The Purpose of Your Role As a senior institutional sales executive, you will lead acquisition efforts with defined contribution plan sponsors through influential advisor and consultant relationships. You will guide pursuit teams, orchestrate internal partners, and position Fidelity's capabilities to win new plans, assets, and multi-product relationships. Your work directly fuels the organization's long-term growth strategy. The Skills You Bring Ability to quickly diagnose prospect needs and translate them into compelling strategies and solutions Exceptional critical listening, discovery, and communication skills Relationship selling expertise with advisors and consultants Ability to successfully manage a complex, multi-stage institutional sale (typically 2+ months) Strong fee and contract negotiation capabilities Ability to analyze plan design, operations, and investments to create tailored recommendations Mastery of the RFP process and finalist presentations Ability to prioritize, manage time, and coordinate multiple efforts in a fast-paced environment Deep product and service knowledge across the DC landscape The Value You Deliver Full-service recordkeeping sales and growth of AUA/AUM Multi-product sales across the WI portfolio Development and execution of winning deal strategies Creative thinking that differentiates Fidelity in a competitive market Textbook preparation for Real Deal Prep, finals meetings, and post-finals advancement Rigorous territory coverage and pipeline activity (meetings, calls, emails, LinkedIn engagement) Accurate Salesforce.com forecasting and reporting Strengthening advisor and consultant relationships that influence both new business and retention Effective collaboration and leadership of internal partners across product, pricing, finance, and implementation Seamless hand-offs to ensure successful onboarding Full adherence to risk, compliance, pricing, and FINRA requirements How Your Work Impacts the Organization Your success translates directly into new clients, new assets, and expanded product penetration—fueling Fidelity's growth and strengthening our market position. In addition to acquiring new plans, you play a critical role in helping retain existing clients affected by mergers and organizational transitions. As the face of Fidelity in your territory, you set the tone for client confidence, advisor advocacy, and long-term relationship value. Certifications: Series 07 - FINRA, Series 63 - FINRA Category: Sales Most roles at Fidelity are Hybrid, requiring associates to work onsite every other week (all business days, M-F) in a Fidelity office. This does not apply to Remote or fully Onsite roles. Please be advised that Fidelity's business is governed by the provisions of the Securities Exchange Act of 1934, the Investment Advisers Act of 1940, the Investment Company Act of 1940, ERISA, numerous state laws governing securities, investment and retirement-related financial activities and the rules and regulations of numerous self-regulatory organizations, including FINRA, among others. Those laws and regulations may restrict Fidelity from hiring and/or associating with individuals with certain Criminal Histories. At Fidelity, we are passionate about making our financial expertise broadly accessible and effective in helping people live the lives they want! We are a privately held company that places a high degree of value in creating and nurturing a work environment that attracts the best talent and reflects our commitment to our associates. We are proud of our diverse and inclusive workplace where we respect and value our associates for their unique perspectives and experiences. For information about working at Fidelity, visit FidelityCareers.com. Fidelity Investments is an equal opportunity employer. Fidelity will reasonably accommodate applicants with disabilities who need adjustments to participate in the application or interview process. To initiate a request for an accommodation please contact the following: For roles based in the US: Contact the HR Leave of Absence/Accommodation Team by sending an email to [email protected], or by calling 800-835-5099, prompt 2, option 2 For roles based in Ireland: Contact [email protected] For roles based in Germany: Contact [email protected] Fidelity Privacy Policy

Requirements

10+ years of institutional sales or senior client-facing experience
Proven sales success working with advisors, consultants, or intermediaries
Defined contribution expertise required
Experience engaging Mid / Large Market prospects ($50M-$250M in plan assets)
NASD Series 7 and 63 required
Bachelor's degree required
Willingness to travel ~40%
Ability to quickly diagnose prospect needs and translate them into compelling strategies and solutions
Exceptional critical listening, discovery, and communication skills
Relationship selling expertise with advisors and consultants
Ability to successfully manage a complex, multi-stage institutional sale (typically 2+ months)
Strong fee and contract negotiation capabilities
Ability to analyze plan design, operations, and investments to create tailored recommendations
Mastery of the RFP process and finalist presentations
Ability to prioritize, manage time, and coordinate multiple efforts in a fast-paced environment
Deep product and service knowledge across the DC landscape

Responsibilities

Lead acquisition efforts with defined contribution plan sponsors through influential advisor and consultant relationships.
Guide pursuit teams, orchestrate internal partners, and position Fidelity's capabilities to win new plans, assets, and multi-product relationships.
Development and execution of winning deal strategies
Textbook preparation for Real Deal Prep, finals meetings, and post-finals advancement
Rigorous territory coverage and pipeline activity (meetings, calls, emails, LinkedIn engagement)
Accurate Salesforce.com forecasting and reporting
Strengthening advisor and consultant relationships that influence both new business and retention
Effective collaboration and leadership of internal partners across product, pricing, finance, and implementation
Seamless hand-offs to ensure successful onboarding
Full adherence to risk, compliance, pricing, and FINRA requirements