Managing Director - Head of Sales Strategy & Commercial Innovation

Role Overview:

The Managing Director - Head of Sales Strategy & Commercial Innovation will be focused on transforming client engagement and accelerating revenue growth for the Investment Services (IS).

The role will play a critical part in shaping and executing Sales Strategy initiatives including revenue growth, cross‑selling, pipeline effectiveness, and client profitability, working in close partnership with Sales, Client Management, Finance and Product. The role will lead the delivery and governance of high quality client-facing content enabled by new technology and other AI initiatives across sales organisation. The successful candidate will drive initiatives that enhance efficiency, scalability, effectiveness and commercial impact across client‑facing activities.

Key Responsibilities:

• Sales Strategy, Revenue Growth & Commercial Effectiveness

• • Partner with Sales Global leadership to define and execute revenue growth initiatives and targets, including pipeline and sales activity insights and analyses.
  • Lead the development of sales and pipeline playbooks (e.g., win rooms, strategic pursuits), translating strategy into practical, repeatable execution for Client Executives and Relationship Managers.
  • Work closely with Sales, Finance, GCD, and Client Portfolio to support client profitability initiatives, including client rationalisation, pricing discipline, and focus on economically attractive growth.

• Competitor Analysis & Insights

• • Leverage the post-mortem data from won and lost deals to understand the trends, competitive insights, commercial considerations and lessons learn.
  • Contribute to Board and Executive Committee updates with competitive and commercial insights.
  • Embed recurring insights into playbooks, sales motions and client narratives to improve win rates.

• AI for Sales and Commercial Technology
  • Lead the integration of AI and other Tech solutions into sales workflows to improve efficiency, insights, and client engagement.
  • Define strategic roadmap and business requirements for commercial platforms including internal content repository, Salesforce360 integrations, Client360 data lake capabilities, content platforms and AI-enabled workflows.
  • Explore and deploy generative AI capabilities for dynamic content creation and real-time customization.
• Client Presentation and Designing Excellence
  • Ensure client presentations are not only visually compelling but commercially intentional, aligned to sales plays, revenue objectives, and client profitability goals
  • Drive approved content adoption and best practices.
  • Implement AI-driven tools and appropriate Technology to personalize and optimize presentation content for diverse client needs.
• Content Management and Transformation
  • Drive automation of repetitive tasks within content creation and distribution workflows.
  • Lead the development of innovative client engagement solutions including executive summaries, microsites, demos, videos, interactive content and AI-enabled content creation capabilities

• Establish governance for client-facing content, ensuring engagement of the right subject matter experts, clear ownership and approval processes, and a consistent content structure aligned to client needs and commercial objectives.

• Innovation and Continuous Improvement Culture
  • Foster a culture of experimentation and innovation within Enablement group.
  • Monitor emerging technologies and trends to maintain a competitive edge in client enablement.
  • Incorporate external market, client, and competitive insights into sales strategies, playbooks, and client‑facing narratives to strengthen differentiation and win rate.
  • Lead enterprise‑level change and adoption of new sales strategies, tools, and AI‑enabled workflows, ensuring sustained behavioural change across Sales and Client teams

• Productivity and Effectiveness
  • Support the IS Enablement Lead, Global Head of Sales, GCD and Regional Portfolio Heads in measuring team performance, tracking progress against priorities, and identifying areas for improved delivery discipline and impact.
  • Identify more productive ways of working across IS Enablement, including process improvements, capacity optimization utilizing AI, and better prioritization of high-value activities.
  • Support transformation across IS commercial teams by helping translate strategic priorities into measurable initiatives, operating improvements, and sustained adoption.

• Team Management
  • Lead global high‑performing team aligned to growth priorities for IS organisation, setting clear expectations at each corporate level, investing in capability development.
  • Establish efficient ways of working and disciplined workload management, prioritising resources toward the highest‑value opportunities, balancing demand vs. capacity, and setting clear delivery expectations with stakeholders.

Qualifications:

• Proven experience in senior leadership roles within Sales Enablement or Commercial organisations.
• Analytical and commercial acumen and skillset.
• Good knowledge of Asset Servicing products
• Good understanding of AI technologies, automation platforms, and content management systems.
• Exceptional communication and presentation skills with a client-centric mindset.
• Ability to lead cross-functional teams and manage complex projects in a fast-paced environment.

Preferred Skills:

• MBA or CFA preferred
• Knowledge of change management practices and strategic frameworks
• Familiarity with Salesforce360 and sales enablement platforms
• Knowledge of available design software, tools and techniques
• Strategic thinker with a track record of delivering measurable impact through innovation

Minimum Salary:​

zł426,000 Annual

The minimum salary quoted above applies to the role in the primary location specified. If the candidate ultimately works outside of this primary location, the applicable minimum salary may differ.​

Salary will be determined based on factors such as the position, type of work performed, individual skills, job description, working hours, diligence, initiative, self-management, length of employment, availability, and the quantity and quality of work delivered, as well as other objective and non-discriminatory criteria relevant to State Street employees.​

In addition to salary, employees are eligible to be considered for discretionary annual performance-based awards.​

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We Offer:​

• Permanent contract from day one​

• Additional holidays (Birthday Day Off, 3rd and 5th year anniversary Day Off)​

• Gold Medical Package for employees and their families (partner and children)​

• Premium life insurance package and private pension plan​

• Wide range of soft skills training, technical workshops, language classes and development programs​

• Opportunities to volunteer your time to company-driven initiatives, employee networks or organizations of your choice​

• Variety of well-being programs​

• Additional benefits available depending on the seniority of the role

About State Street

Across the globe, institutional investors rely on us to help them manage risk, respond to challenges, and drive performance and profitability. We keep our clients at the heart of everything we do, and smart, engaged employees are essential to our continued success.

We are committed to fostering an environment where every employee feels valued and empowered to reach their full potential. As an essential partner in our shared success, you’ll benefit from inclusive development opportunities, flexible work-life support, paid volunteer days, and vibrant employee networks that keep you connected to what matters most. Join us in shaping the future.

As an Equal Opportunity Employer, we consider all qualified applicants for all positions without regard to race, creed, color, religion, national origin, ancestry, ethnicity, age, disability, genetic information, sex, sexual orientation, gender identity or expression, citizenship, marital status, domestic partnership or civil union status, familial status, military and veteran status, and other characteristics protected by applicable law.

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