Client Development Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Lead, mentor, and cultivate a high-achieving inside sales team focused on engaging prospective clients, qualifying leads, and driving conversions.

• Supervise the daily performance and growth of Future Client Development Associates, Future Client Specialists, and Senior Future Client Specialists.

• Set sales objectives, establish performance metrics, productivity benchmarks, and align staffing with organic growth goals.

• Track outbound activities, lead response times, contact rates, appointment-setting rates, qualification rates, conversion rates, and overall pipeline movement.

• Conduct performance evaluations, team assessments, provide feedback, coaching, and implement structured performance management processes.

• Act as the main escalation point for complex interactions with prospective clients, challenges in sales execution, and team performance issues.

• Facilitate call reviews, live coaching sessions, role-playing drills, individual development meetings, and onboarding processes.

• Create coaching and performance enhancement plans while identifying high-potential team members for professional growth opportunities.

• Manage workload distribution, lead assignments, outreach priorities, staffing coverage, schedules, attendance, and resource allocation.

• Oversee hiring, onboarding, employee development, performance evaluations, disciplinary actions, and employee relations in collaboration with HR and Sales leadership.

• Ensure adherence to sales processes, CRM documentation standards, communication protocols, financial services regulations, and company policies.

• Supervise the utilization of Salesforce, sales enablement tools, and communication platforms.

• Collaborate with Sales leadership, Marketing, financial advisors, business development professionals, and other internal partners to enhance lead management and conversion rates.

• Analyze sales data, lead quality, engagement patterns, and conversion metrics; prepare regular performance updates and strategic recommendations.

• Refine sales processes, qualification criteria, outreach strategies, messaging, scripts, technologies, and training initiatives.

• Report to the Director of Future Client Development while partnering with the Chief Business Development Officer.

⛳️ Requirements

• A minimum of 5 years of proven success in sales, business development, or a consultative selling environment, including experience in achieving or surpassing measurable sales targets.

• At least 2 years of experience in sales leadership, team management, or a formal sales coaching capacity.

• Proven ability to lead, inspire, coach, and develop sales professionals to meet individual and team performance goals.

• A strong track record of enhancing sales performance through structured coaching, effective performance management, and data-informed decision-making.

• In-depth understanding of consultative selling, outbound prospecting, lead qualification, objection handling, and conversion methodologies.

• Experience in managing sales performance metrics, analyzing results, and implementing strategies to enhance productivity and conversion.

• Exceptional verbal and written communication abilities, with a talent for providing clear guidance, constructive criticism, and effective coaching.

• Strong interpersonal and leadership qualities, including the capability to build trust, instill accountability, and motivate individuals of varying experience levels.

• Demonstrated ability to manage competing priorities, resolve challenges, and exercise sound judgment in a fast-paced, performance-oriented environment.

• Proficient with Salesforce or a similar CRM system, including tracking sales activities, managing pipelines, and generating performance reports.

• Excellent organizational skills, keen attention to detail, and the ability to balance strategic priorities with daily operational tasks.

• Capacity and willingness to comply with all relevant financial services regulations, rules, and company policies.

• Ability to remain seated or standing for extended periods, lift a minimum of 15 pounds, file documents in cabinets of various heights, and utilize telephone and computer systems.

• Preferred: 7+ years of successful sales or business development experience with a demonstrated progression to leadership roles.

• Preferred: 3+ years of direct management experience within an inside sales, outbound sales, or business development setting.

• Preferred: Experience leading teams tasked with high-volume outbound calling, lead qualification, appointment setting, or prospective client conversion.

• Preferred: Background in financial services, wealth management, Registered Investment Advisors, or other consultative professional service environments.

• Preferred: Proven success in building or scaling sales teams, implementing structured coaching programs, or enhancing sales productivity.

• Preferred: Experience in developing sales training materials, performance scorecards, and individualized development plans.

• Preferred: Familiarity with sales enablement technologies, call monitoring systems, and performance analytics tools.

• Preferred: Experience managing remote sales teams across various geographic markets.

🏝️ Benefits

• Medical: Blue Shield (PPOs and HDHP with HSA) plans and Kaiser (HMO) plans for California associates.

• Dental insurance provided by MetLife.

• Vision insurance through VSP.

• Optional supplemental benefits available.

• Healthcare savings accounts with company contributions.

• Flexible spending accounts offered.

• Flexible working arrangements to suit your needs.

• Generous contributions to your 401K plan.

• Exempt associates are eligible for our flexible paid time off policy.

• Non-Exempt associates will receive 15 days of paid time off annually during the first three years of employment.

• 11 Paid Holidays throughout the year.

• Opportunity to participate in our Equity Purchase Program.

• Opportunities for future growth within the organization.

• Access to continued professional development and potential advancement into broader Sales leadership roles.