MD, Head of Sales Americas, Charles River Development

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.

What you are responsible for

• 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.

What we value

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