MD, Head of Sales Americas, Charles River Development at State Street in Burlington, Massachusetts

Job Description:

MD, Head of Sales, Americas

What we are looking for

As a leader in investment management technology solutions, Charles River continues to expand its offerings. Reporting to the Global Head of Sales, the MD, Head of Sales, Americas will lead the Americas sales team, consisting of approximately 30 professionals, with the goal of driving new client acquisition, growing existing relationships, and achieving revenue targets across the region. This role is ideal for someone who thrives in a high-growth, dynamic environment and is passionate about developing and executing on strategies that create market differentiation and foster team success.

Why this job is important to us

The team you will be joining is part of Charles River Development (CRD), which became a part of State Street in 2018. CRD develops enterprise investment management solutions for leading institutions across wealth management, institutional investment, asset owners, and alternative managers. CRD launched the first open front-to-back platform, State Street Alpha, in 2019. We are looking for a leader who can take our commercial growth to the next level in the Americas, continuing to build on our success in transforming the investment management landscape. Join us if you are driven by the challenge of scaling our presence in the Americas.

MD, Head of Sales, Americas

The ideal candidate will have a proven track record of leading high-performing sales teams, achieving ambitious growth targets, and navigating complex sales cycles within the investment management technology space. The MD, Head of Sales, Americas will act as both a strategic leader and a mentor, responsible for setting sales goals, optimizing performance, and ensuring the team has the tools and support needed to succeed. This role will require close partnership with product, marketing, finance and implementation teams to align strategy and messaging, and to ensure smooth transitions across the client lifecycle.

Responsibilities:

• Lead and develop the Americas sales team through regular coaching, individual mentoring, and hands-on training.


• Develop and implement regional sales strategies that align with the broader global sales initiatives and the CRD go-to-market strategy.


• Drive bookings growth and achieve regional sales targets by building and expanding relationships with new and existing clients.


• Foster strong relationships with key decision-makers across prospective and existing clients, positioning CRD as a trusted partner.


• Serve as the primary commercial lead for key partnerships and complex, multi-year engagements, ensuring alignment with client goals and CRD offerings.


• Collaborate with internal teams, including product management, marketing, and implementation, to optimize messaging and ensure consistency in client engagements.


• Utilize data-driven insights to refine sales tactics and enhance team performance.


• Maintain a deep understanding of market needs, competitive landscape, and trends to identify and capitalize on new business opportunities.


• Represent CRD at industry conferences, forums, and other thought leadership events to elevate the company's presence in the market.

• Leading, mentoring, and developing a high-performing sales team, fostering accountability and growth.


• Managing all aspects of the go-to-market strategy for the Americas region.


• Partnering with senior leadership and cross-functional teams to support sales processes, drive consistent messaging, and meet market demands.


• Working with marketing to support brand awareness and lead generation campaigns.


• Serving as a commercial leader for key regional accounts and multi-stakeholder engagements.


• Reviewing and providing guidance on complex proposals, RFPs, and strategic sales engagements.


• Championing the use of the Miller Heiman sales methodology to drive consistency and quality in sales execution across the team.


• Ensuring that the Americas sales team remains well-informed of product developments and differentiators through collaboration with product teams.

These skills will help you succeed in this role:

• Proven ability to manage and inspire a large, diverse team of experienced sales professionals.


• Track record of successfully leading sales teams and functions with ambitious yet achievable goals.


• Strong commercial acumen and ability to manage complex sales cycles involving large institutions.


• Exceptional ability to communicate, collaborate, and influence across internal teams and external stakeholders.


• Ability to adapt quickly to change and drive results amidst ambiguity.


• Demonstrated ability to be a strategic thinker and a hands-on leader, willing to step in and drive outcomes.


• Deep understanding of the investment management landscape, particularly the buy-side and front-to-back workflows.


• A passion for developing and mentoring future leaders, and for fostering an environment that encourages growth and excellence.

• Advanced degree in business, finance, or related field preferred.


• Minimum of 10 years of experience in investment management sales, ideally in a role focused on financial technology or enterprise solutions.


• Deep knowledge of investment management workflows, particularly the buy-side.


• Experience with Charles River IMS or a similar investment management platform preferred.


• Strong interpersonal and communication skills, with an ability to understand and articulate client requirements effectively.


• Proven organizational skills with strong attention to detail and an ability to manage multiple priorities in a fast-paced environment.


• Experience working with CRM systems and sales performance management tools.

What we do. State Street is one of the largest custodian banks, asset managers, and asset intelligence companies in the world. From technology to product innovation, we are making our mark on the financial services industry. For more than two centuries, we have helped our clients safeguard and steward the investments of millions of people. We provide investment servicing, data & analytics, investment research & trading, and investment management to institutional clients.

Work, Live, and Grow. We make every effort to create a great work environment. Our benefits packages are competitive and comprehensive. Details vary by location, but you can expect generous medical care, insurance, and savings plans, among other perks. You'll have access to flexible work programs to help match your needs. Our wealth of development programs and educational support will help you reach your full potential.

Inclusion, Diversity, and Social Responsibility. We believe our employees' diverse backgrounds, experiences, and perspectives are powerful contributors to creating an inclusive environment where everyone can thrive. We warmly welcome candidates of diverse origin, background, ability, age, sexual orientation, gender identity, and personality. Another fundamental value at State Street is active engagement with our communities around the world, both as a partner and leader. You will have the tools to help balance your professional and personal life, paid volunteer days, matching gift programs, and access to employee networks that help you stay connected to what matters to you.

State Street is an equal opportunity and affirmative action employer.

Discover more at (www.StateStreet.com/careers)(http://www.StateStreet.com/careers)

Salary Range:
$170,000 - $267,500 Annual

The range quoted above applies to the role in the primary location specified. If the candidate would ultimately work outside of the primary location above, the applicable range could differ.

Job Application Disclosure:

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

State Street's Speak Up Line