Sr. Manager, Advised 401k Sales

Responsibilities

• Run pipeline reviews with AEs, holding deals to qualification standards
• Coach reps on working through financial advisors and RIAs, building advisor trust and navigating multi-stakeholder sales cycles
• Manage target account list (TAL) coverage across the team, prioritizing high-value advisors and firms and holding reps accountable to activity standards
• Join advisor calls to coach live on positioning, pricing conversations, and objection handling
• Own forecast accuracy for the channel, rolling up individual rep calls into reliable numbers for leadership
• Review win/loss data and deal velocity to identify issues and adjust coaching or process
• Run QBRs with the team, using performance data to set quarterly priorities
• Manage rep development day-to-day, from ramping new hires to addressing underperformance
• Work with Business Development to define and refine playbooks for large advisor partnerships: qualification, activation, and coverage
• Build feedback loops between sales and BD teams so field learnings shape sourcing and prioritization
• Review and refine cross-functional processes, ownership, handoffs as the advisor partnership motion matures
• Partner with Head of Sales on channel strategy, comp structure, and product gaps affecting the Advised business

Requirements

• 3+ years managing a quota-carrying B2B sales team, ideally in a channel or partner-driven model
• Experience selling into or through financial advisors, RIAs, or broker-dealers strongly preferred
• Track record of improving win rates or pipeline quality through coaching and process
• Comfortable with data: reading pipeline dashboards, understanding qualification criteria and forecast categories, using both for accountability
• Background in retirement, 401(k), fintech, or financial services preferred
• Direct communication style; gives clear, honest feedback and holds reps accountable without micromanaging
• Experience building or running sales playbooks, QBR structures, or account planning frameworks
• Has managed a team through market disruption and adjusted strategy accordingly
• Experience building or refining cross-functional processes from scratch

Nice-to-Haves

• Experience in channel or partner-driven sales models
• Background in retirement, 401(k), fintech, or financial services

Compensation

• Target OTE: $240,000 - $280,000
• Competitive benefits including medical, dental, vision; life/AD&D insurance; disability; infertility and transgender health benefits; EAP; transit benefits; FSA/HSA
• Equity grants
• Flexible PTO, paid parental leave, sabbatical
• Company-paid professional coaching
• 401(k) match and student loan matching