Sales & Account ManagementSales Development Representative
About the job
Requirements
Proven experience managing inside sales or Sales Development Representative/Business Development Representative teams.
Strong individual sales performance and the ability to lead from the front.
An analytical mindset and the ability to diagnose performance issues quickly.
The ability to address challenges decisively and proactively.
A process-oriented approach and the ability to build and refine systems.
A proven track record of delivering against performance targets in a metrics-driven environment.
Series 65, or willingness to take the Series 65 exam within the first six months of employment.
Responsibilities
Lead and coach a team of three Client Development Specialists.
Set clear expectations and hold the team accountable to performance standards.
Monitor daily activity, conversion rates, and pipeline health.
Identify performance gaps and implement solutions quickly.
Own hiring, onboarding, and performance management.
Foster a culture of accountability and continuous improvement.
Carry an individual quota for meetings and pipeline/assets under management contribution.
Prospect through calls, LinkedIn, and multi-channel outreach.
Lead by example in activity level, messaging, and conversion performance.
Balance time between team leadership (approximately 30%) and individual production (approximately 70%), adjusting as needed.
Own weekly meetings set as the primary key performance indicator, activity volume, conversion rates, and pipeline/assets under management targets.
Build and maintain reporting to track performance and drive decisions.
Diagnose performance gaps and implement solutions to ensure targets are met.
Continuously improve outreach strategies, messaging, and sequences.
Analyze performance data and recommend changes.
Evaluate and optimize tools such as HubSpot, RingCentral, and LinkedIn.
Partner with Marketing to influence campaign strategy, targeting, and messaging based on sales insights and performance data.
Recommend and drive decisions on tools, workflows, and sales processes to improve team performance.
We are seeking a high-impact, data-driven Sales Manager (Player-Coach) to lead our Client Development team and own the performance of our prospect meeting engine. This role is responsible for driving consistent, predictable prospect meeting volume, improving conversion rates, and building a high-performing outbound and inbound sales engine.
This role is ultimately accountable for ensuring we consistently hit our weekly prospect meeting targets through a combination of team performance, conversion optimization, and hands-on execution.
Why Willis Johnson Wealth? Willis Johnson Wealth is a fast-growing, award-winning, wealth management firm specializing in corporate executives and professionals. We help our clients optimize everything in their personal financial lives from compensation and benefit strategy to tax mitigation, from retirement planning to investments. We also have an in-house CPA team that provides tax preparation for our clients that need it. And with everything we recommend, we put our clients first—all the time, every time. No product sales. No commissions. Straight fee-only financial planning and asset management.
The same way we take care of our clients, we invest in our team. Aside from providing a very competitive benefits package including medical, dental, vision, disability/life insurance, 401(k), and PTO, we pride ourselves in supporting personal and professional growth. We encourage and incentivize continued education for all employees and support their participation in educational conferences and events. WJW is also proud to be one of the Best Places to Work for Financial Advisors by Investment News.
What Success Looks Like
Team consistently meets or exceeds weekly qualified prospect meeting targets
Improved conversion rates from lead to meeting
Clear visibility into activity, performance, and pipeline metrics
Proactive identification and resolution of performance gaps
A culture of ownership, urgency, and results
Key Responsibilities Team Leadership & Performance Management
Lead and coach a team of 3 Client Development Specialists
Set clear expectations and hold the team accountable to performance standards
Monitor daily activity, conversion rates, and pipeline health
Identify performance gaps and implement solutions quickly
Own hiring, onboarding, and performance management
Foster a culture of accountability and continuous improvement
Player-Coach Execution
Carry an individual quota (meetings + pipeline/AUM contribution)
Actively prospect through calls, LinkedIn, and multi-channel outreach
Lead by example in activity level, messaging, and conversion performance
Balance time between team leadership (~30%) and individual production (~70%), flexing as needed
KPI Ownership
Own:
Weekly meetings set (primary KPI)
Activity volume (calls, LinkedIn, outreach)
Conversion rates (lead → meeting)
Pipeline/AUM targets
Build and maintain reporting to track performance and drive decisions
This role is fully accountable for diagnosing performance gaps and implementing solutions to ensure targets are met.
Sales Strategy & Optimization
Continuously improve outreach strategies, messaging, and sequences
Analyze performance data to recommend changes
Evaluate and optimize tools (HubSpot, RingCentral, LinkedIn, etc.)
Partner with Marketing to influence campaign strategy, targeting, and messaging based on sales insights and performance data
Make recommendations and drive decisions on tools, workflows, and sales processes to improve team performance
Qualifications
Proven experience managing inside sales or SDR/BDR teams
Strong individual sales performance and ability to lead from the front
Analytical mindset with the ability to diagnose performance issues quickly
Decisive and proactive in addressing challenges
Process-oriented, with the ability to build and refine systems
Proven track record of delivering against performance targets in a metrics-driven environment
Series 65 or willingness to take the Series 65 exam in the first 6 months of employment
What We Offer
Collaborative, positive teammates
Advancement opportunities
Autonomy in your role
Professional development options
Rewarding work that matters
Uncapped bonuses
Compensation & Benefits
Base salary range: $120,000-$140,000/year, plus quarterly performance-based bonuses tied to:
Team meeting targets
Conversion rates / pipeline performance
Individual quota attainment
On-target earnings (OTE): $180,000+
401(k) plan with opportunity to earn up to 7% the first year and 10% with tenure.
Best and brightest leaders will have opportunities to buy into and become owners in the firm over time.
11 paid holidays and 15 PTO days to use at your discretion.
Employer covers 80% of Health, Dental, and Vision insurance premiums for individuals and families.