Business Development Consultant for Workplace Services

Charles Schwab; Austin (TX); Hybrid; USD 95,000 - 140,000; Full time

Benefits offered by this job

401(k) plan with company match

Paid time off and sabbatical program

Tuition reimbursement

Health, dental, and vision insurance

Job summary

Charles Schwab in Austin, TX is seeking a Business Development Consultant to drive retirement plan recordkeeping and equity plan opportunities. You will identify targets, qualify leads, and partner with external sales, consultants, and plan sponsors to grow a robust pipeline and advance opportunities through the sales cycle.

The role emphasizes collaboration with internal product owners, pricing teams, and onboarding to ensure a smooth transition to Schwab.

Qualifications

• Bachelor's degree.
• 2–7 years of retirement plan or related sales experience.
• Proven outbound prospecting and business development experience.
• Strong verbal and written communication skills.
• CRM proficiency, preferably Salesforce.

Responsibilities

• Identify and develop new retirement or equity plan opportunities in assigned territories.
• Build and maintain a qualified pipeline of plan sponsor opportunities.
• Coordinate and lead prospect discovery meetings and internal kickoff calls.
• Assist external sales with opportunity strategy, demonstrations, and pricing discussions.
• Maintain accurate opportunity records in Salesforce and monitor pipeline metrics.

Skills

Prospecting & business development

Relationship management

Strategic selling

Strong communication

Education

Bachelor's degree

Tools

Salesforce

Job description

Your opportunity

The Business Development Consultant is responsible for driving new retirement plan recordkeeping and equity plan administration opportunities through proactive business development, lead qualification, territory management, consultant influence, advisor engagement, and sales support. The role partners closely with external sales executives, relationship managers, internal product owners, sales operations, consultant relations, advisors, and plan sponsors to build a robust sales pipeline and advance opportunities through the sales cycle.

Prospecting & Business Development

• Identify and develop new retirement or equity plan opportunities within assigned territories and market segments with primary responsibility in the large market retirement plan and equity space and integrated benefit offers.
• Research target companies, including plan size, incumbent provider, advisor relationships, participant count, plan demographics, and competitive positioning.
• Build and maintain a qualified pipeline of plan sponsor and consultant-led opportunities through partnership with groups such as marketing, consultant relations and Retirement Business Services.
• Generate discovery meetings and qualified opportunities for external sales executives through business relationships, proactive prospecting and industry event attendance.

Retirement Plan Sales Support

• Partner with field sales representatives to execute territory growth strategies and achieve annual sales objectives.
• Coordinate and lead external prospect discovery meetings and internal opportunity kick off calls. Identify, coordinate and prepare internal resources to represent Schwab in sales demonstrations and finalist meetings, assisting external sales with opportunity strategy that meets prospect needs.
• Possess a deep understanding of 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 RFP readiness discussions, working closely with pricing and underwriting partners to develop aggressive, targeted pricing strategies.
• Partner with implementation and operations on onboarding and transition planning to deliver a seamless, best-in-class transition to Schwab.

Advisor & Consultant Engagement

• Establish and maintain strong relationships with internal Consultant Relations, engaging frequently to uncover opportunities and strengthen referral flows from key advisors.
• Support Consultant Relations as needed in educating advisors and prospects on Schwab’s integrated benefits solutions, participant experience, and service model differentiators.

Opportunity Management

• Review resources such as plan documents, 5500s, 10Q and 10K reports and prospect identified issues and needs to qualify opportunities. Evaluate plan assets, participant count, plan design, integrated benefit needs, advisor relationship and strategic fit to determine ability to pursue Retirement and Equity plans competitively.
• Identify opportunities to solve for non-standard requests by working internally with business partners to find effective solutions or alternatives when appropriate.
• Maintain accurate opportunity records, call notes, next steps, stakeholders, and forecast details in Salesforce.
• Coordinate internal stakeholders to advance active opportunities and resolve sales process barriers.
• Monitor metrics including meetings generated, qualified opportunities, proposal activity, pipeline value, and closed sales.

Industry & Product Expertise

• Expertise with defined contribution plans, non-qualified deferred compensation, defined benefit plans and Equity plans.
• Possess a deep understanding on a variety of topics such as safe harbor designs, equity plan types, PEPs/MEPs, fiduciary support, participant education, managed accounts, payroll integration, financial wellness, and retirement income solutions along with understanding competitor capabilities and Schwab’s differentiators in these areas.
• Remain current on ERISA, SECURE Act provisions, plan sponsor trends, consultant preferences, competitive recordkeeping offerings, and marketplace developments.
• Serve as a knowledgeable resource for prospects and internal partners on retirement plan products, services, and conversion considerations.

Strategic Growth

• Identify opportunities to expand relationships through integrated benefit solutions such as stock plan services, brokerage services, financial wellness, and executive financial planning.
• Support enterprise-wide efforts to increase client wallet share and deepen strategic relationships.

What you have

Required

• Bachelor's degree
• 2-7 years of retirement plan, financial services, benefits, payroll, wealth management, or institutional sales experience, stock plan services, equity compensation, financial services, institutional sales, wealth management, employee benefits, or corporate HR solutions.
• Proven outbound prospecting and business development experience.
• Strong verbal and written communication skills.
• CRM proficiency, preferably Salesforce.

Preferred

• Retirement industry and stock plan administration or equity compensation experience
• Proven track record working with advisors, consultants, TPAs, or recordkeepers.
• Familiarity with public company equity programs, pre-IPO companies, executive compensation, SEC reporting, tax withholding, and global plan administration.
• ASPPA, NAPA, CEBS, CRPS, AIF, CEP, CFP or similar designation.
• Knowledge of ERISA, fiduciary frameworks, benchmarking, and provider conversion processes.

This position offers a competitive base salary complemented by a performance-driven incentive plan.

What’s in it for you

At Schwab, you’re empowered to shape your future. We champion your growth through meaningful work, continuous learning, and a culture of trust and collaboration—so you can build the skills to make a lasting impact. Our Hybrid Work and Flexibility approach balances our ongoing commitment to workplace flexibility, serving our clients, and our strong belief in the value of being together in person on a regular basis.

We offer a competitive benefits package that takes care of the whole you – both today and in the future:

• 401(k) with company match and Employee stock purchase plan
• Paid time for vacation, volunteering, and 28-day sabbatical after every 5 years of service for eligible positions
• Paid parental leave and family building benefits
• Tuition reimbursement
• Health, dental, and vision insurance