Internal Sales Leader - Retirement Plan Services

About the job

Your Opportunity

The Internal Sales Leader leads the internal sales representatives supporting Retirement Plan Recordkeeping and Equity Compensation & Stock Plan Services. This is a working-leader role that combines people leadership, coaching, performance accountability, and team development with direct ownership of business development and sales execution. This role builds a high-performing, consultative internal sales function that generates qualified opportunities, strengthens advisor and consultant referral channels, and advances integrated workplace-services opportunities in partnership with field sales and cross-functional teams.

People Leadership & Team Development

• Lead, coach, and develop internal sales representatives across the retirement plan and equity compensation disciplines, establishing clear expectations for activity, quality, collaboration, and results.

• Create role clarity, operating rhythms, development plans, and performance standards that enable consistent execution while recognizing the specialized expertise required for each market.

• Provide frequent coaching through call reviews, pipeline reviews, deal strategy sessions, role-play, and field observation; translate feedback into specific development actions.

• Build product, industry, competitive, and consultative-selling capability across the team and encourage cross-training that supports integrated workplace-services conversations.

• Foster an inclusive, accountable, and collaborative culture that rewards initiative, sound judgment, client focus, and partnership across functions.

• Support recruiting, onboarding, talent development, succession planning, workload allocation, and performance management for the internal sales team.

Working Leader & Direct Sales Execution

• Maintain a personal portfolio of priority prospects, referral partners, or strategic opportunities while balancing day-to-day leadership responsibilities.

• Conduct outbound business development, discovery, lead qualification, and follow-up across retirement plan recordkeeping and/or equity compensation opportunities based on business need.

• Lead or participate in prospect presentations, discovery meetings, finalist meetings, industry events, and complex deal-strategy discussions.

• Personally model disciplined Salesforce usage, strong call planning, accurate forecasting, timely follow-through, and high-quality opportunity documentation.

• Step into high-value or complex opportunities to remove barriers, align stakeholders, and accelerate progress through the sales cycle.

Sales Strategy, Pipeline & Performance Management

• Translate annual business objectives into team-level prospecting, pipeline, territory, and conversion strategies in partnership with sales leadership.

• Establish and monitor performance measures, including meetings generated, qualified opportunities, proposal activity, pipeline value, forecast quality, conversion, and closed sales.

• Lead recurring pipeline and forecast reviews; challenge assumptions, identify gaps, prioritize actions, and ensure opportunities meet qualification and strategic-fit standards.

• Use market, activity, funnel, and competitive insights to refine campaigns, allocate resources, and improve productivity and sales outcomes.

• Ensure appropriate coverage and coordination across territories, market segments, field sales partners, advisors, consultants, and strategic referral channels.

Retirement Plan & Equity Sales Support

• Partner with field sales representatives to execute territory growth strategies and achieve annual sales objectives.

• Assist with sales presentations, discovery meetings, and finalist meetings, coordinating and driving strategy to meet prospect needs.

• Understand current retirement industry landscape and coordinate sales campaigns accordingly.

• Coordinate proposals, RFP responses, pricing requests, and competitive analyses to position Schwab as the clear choice.

• Support provider benchmarking and conversion readiness discussions.

• Partner with implementation and operations on onboarding and transition planning to deliver a seamless, best-in-class transition to Schwab.

Cross-Functional Partnership & Integrated Growth

• Build strong relationships with marketing, consultant relations, product, sales operations, pricing and underwriting, legal/contract services, implementation, and service teams.

• Represent the internal sales organization in planning forums and communicate market feedback, process barriers, resource needs, and emerging opportunities to leadership.

What you have

Required:

• Bachelor's degree or equivalent experience.

• 7+ years of relevant experience in retirement plans, equity compensation, financial services, institutional sales, wealth management, employee benefits, or a related field.

• Demonstrated success in business development, consultative selling, pipeline creation, and sales execution.

• People-leadership or team-lead experience, including coaching, performance accountability, and talent development.

• Ability to operate as a working manager and personally manage prospects and opportunities while leading the team.

• Strong executive communication, presentation, relationship-management, and cross-functional leadership skills.

• CRM and forecasting proficiency, preferably Salesforce.

Preferred:

• Experience leading internal sales, business development, or sales-support professionals.

• Depth in retirement plan recordkeeping, equity compensation, or stock plan administration, with the ability to build fluency across both.

• Experience working with advisors, consultants, RIAs, plan sponsors, public companies, or pre-IPO organizations.

• Knowledge of ERISA, fiduciary frameworks, SEC reporting, equity-plan administration, provider conversions, global plans, and competitive positioning.

• Relevant designation such as ASPPA, NAPA, CEBS, CRPS, AIF, CEP, CFP, or a similar credential.

• Experience driving integrated or cross-sell strategies across workplace financial benefits.

In addition to a base salary, this role is also eligible for bonus or incentive opportunities.