Account Director - Americas, Institutional Sales

Glass Lewis is a trusted ally to more than 1,300 investors globally who use our corporate governance research, custom policy recommendations, engagement services and tools, and industry-leading proxy vote management solution to help drive value across their governance activities. We also work with over 3,000 corporate issuer clients, providing research reports, thought leadership, customized voting policies, equity plan models, and opportunities for direct engagement on material governance and disclosure practices.   Glass Lewis’ industry-leading research and analysis covers more than 30,000 meetings each year across approximately 100 global markets. Our clients include many of the world’s leading pension funds, mutual funds, and asset managers, collectively managing over $40 trillion in assets. We have teams located across the United States, Europe, and Asia-Pacific regions, giving us global reach with a local perspective on the most important governance issues. Founded in 2003, Glass Lewis is headquartered in San Francisco, California with additional offices in Kansas City, Missouri; London, U.K.; Paris, France; Amsterdam, Netherlands; Limerick, Ireland; Karlsruhe, Germany; Stockholm, Sweden; Manila, Philippines; Toronto, Canada; Sydney, Australia; Timișoara, Romania; and Tokyo, Japan. Our team includes more than 600 full-time employees globally, over half of which are dedicated to research. For more information, please visit www.glasslewis.com.  
 
POSITION DESCRIPTION  
The Account Director will drive sales efforts to financial institutions with a primary focus on new business development and client growth. The successful candidate will expand the new business effort in the applicable region by proactively identifying opportunities, coordinating resources, and demonstrating technical product expertise. They will also serve as a resource to lead projects and manage responsibilities that create new sales opportunities with existing and prospective clients, as well as mitigate client retention risk. The best candidate for this role has a good understanding of the existing dynamics of the corporate governance, investment stewardship, and ESG markets, and direct experience building strategic relationships with asset owners, asset managers, and other relevant parties. The ideal candidate is in the United States with the ability to travel nationally and/or within the assigned geographic territory.   
 
Reports to:  Vice President, Institutional Relations - Americas

Responsibilities

• Identify, target and engage with prospects across assigned territory
• Create and manage new business opportunities, including demonstrating products, creating presentation materials, and coordinating responses to RFPs and questionnaires 
• Develop deep technical expertise in GL products, and knowledge of GL staff and processes 
• Coordinate meetings as needed, including client due diligence visits, sales presentations, and conferences and events hosted by GL or otherwise 
• Collaborate with the Client Service team to strengthen relationships with existing clients and identify opportunities for cross-selling 
• Assist the  Vice President, Institutional Sales - Americas by managing special projects and ensuring important market intelligence is gathered and provided on an ongoing basis 
• Identify sales trends and opportunities to improve processes by analyzing internal and external data 
• Document interactions and all appropriate activity in the company’s CRM and actively maintain accurate pipeline information and data for existing and prospect accounts.

Requirements

• Ability and communication skill to initiate and develop meaningful relationships across all levels of clients and prospects, from C-suite to day-to-day administrative contacts 
• Experience and skill in delivering presentations at a high level within the financial services market 
• Organized, efficient, accountable, and comfortable in a deadline-driven environment 
• Interpersonal skills to build collaborative internal relationships and shepherd necessary resources for success across departments 
• Excellent writing and communications skills 
• Willingness to work autonomously to solve problems in a flat organization 
• Proficiency with Microsoft Office suite; familiarity with sales CRMs like Salesforce or HubSpot preferred 

Education/experience:  

• Undergraduate degree required; MBA or other relevant graduate degree preferred 
• 5+ years of relevant experience required
• Experience in a related sales role, including opportunity creation with both new prospect and existing client accounts
• Institutional investor related work experience required; Prior sales related experience with asset managers and asset owners desired.  
• Proxy research and voting industry and/or sustainability products experience preferred.

Benefits

• Base Salary $125,000 - $175,000
• Quarterly commission structure
• Medical, dental, vision
• Company seeded HSA
• Company paid Life/AD&D and LTD
• FSA for medical and dependent care
• 120 hours of PTO accrued per year, increasing with tenure
• Paid maternity leave
• 401k with employer match
• and more!

 
Glass Lewis is an equal opportunity employer in compliance with applicable state and federal laws. Accordingly, we take affirmative action to ensure that all employment and recruiting activities are conducted on a non-discriminatory basis without regard to race, color, religious creed, age, marital status, national origin, ancestry, sex, gender identity or expression, intellectual, mental, or physical disability, veteran status, or other characteristics protected by law.

Salary

Minimum: 125000
Maximum: 175000
Currency: USD
Pay period: Annual