Director of Externals Sales

Potomac; Bethesda (MD); Presencial; USD 140 000 - 170 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Medical insurance

Vision insurance

Dental insurance

Health savings account option

401(k) & other retirement benefits

Paid maternity leave

Paid paternity leave

Commuter benefits

Disability insurance

Paid time off

Resumo da oferta

Potomac, headquartered in Bethesda, MD, seeks a Director of Externals to lead the External Sales team, drive advisor engagement, and ensure disciplined execution across territories. This on‑site leadership role requires travel with the team to maximize field performance and align with growth priorities.

The ideal candidate will coach high‑performing Externals, leverage data to drive accountability, and foster a culture of continuous improvement while maintaining CRM standards and sales process

Qualificações

• 7+ years in progressive sales or sales leadership.
• Experience guiding external sales teams and advisor distribution.
• Proven ability to manage KPIs and coach activity with CRM data.

Responsabilidades

• Lead External Sales team against KPIs, activity standards, pipeline objectives, and revenue goals.
• Establish consistent management rhythms, including territory reviews, pipeline reviews, coaching sessions, and performance discussions.
• Travel with Externals to provide real‑time coaching and validate field execution.
• Partner with Internal Sales, Marketing, Revenue Operations, Portfolio Management, Operations, and Compliance to drive growth.

Conhecimentos

Sales leadership

KPI management

CRM reporting

Field coaching

Travel readiness

Advisor distribution

Communication

Strategic planning

Ferramentas

HubSpot CRM

Descrição da oferta de emprego

company

The Opportunity

At Potomac,we’renot for everyone—andthat’sby design. We attract people who think critically, communicate clearly, and execute with urgency. People who care deeply about their work anddon’tneed handholding to make things happen.

We’rea boutique tactical asset manager with a differentiated product that serves the independent broker-dealer and RIA channel

Headquarteredin Bethesda, MD, we combine institutional-grade investmentexpertisewith a quantitative process that is Built to Conquer Risk ®.

role

Summary

The Director of Externals leads Potomac’s External Sales team with a focus on field execution, advisor engagement, territory performance, and consistent adoption of the firm’s sales process, CRM standards, and growth priorities.

This is a hands‑on leadership role for a sales leader who can coach high‑performing Externals, use data to drive accountability, and build a culture of disciplined execution and continuous improvement.

This position requires on‑site presence in the office one week each month, with the balance of time spent traveling alongside external team members.

Key Responsibilities

Sales Leadership

• - Lead, manage, and hold accountable the External Sales team against established KPIs, activity standards, pipeline objectives, and revenue goals.
• - Establish consistent management rhythms, including territory reviews, pipeline reviews, coaching sessions, and performance discussions.
• - Create clarity around priorities, expectations, and execution standards.
• - Identify and address performance gaps while developing future sales leaders.

KPI Management & Performance Oversight

• - Own the measurement, reporting, and review of External Sales KPIs.
• - Monitor advisor engagement, sales activity, pipeline health, opportunity progression, sales outcomes, and expense management.
• - Partner with Revenue Operations to improve reporting, forecasting, CRM accuracy, and performance visibility.
• - Use data and analytics to drive accountability and coaching.

Coaching, Training & Field Development

• - Coach Externals on prospecting, advisor meetings, opportunity management, sales messaging, and territory execution.
• - Travel alongside Externals to provide real‑time coaching and validate field execution.
• - Reinforce Potomac's sales process, advisor engagement model, and value proposition.
• - Support onboarding, training, and ongoing professional development of the External Sales team.

Sales Process & Advisor Opportunity Management

• - Ensure consistent execution of Potomac's sales process across all territories.
• - Review advisor opportunities to improve conversion rates, pipeline progression, and advisor outcomes.
• - Validate product positioning, sales messaging, and process adherence.
• - Conduct CRM, email, call, and meeting reviews to improve execution quality and follow-up discipline.

Rotation & Territory Execution

• - Oversee External rotation schedules, territory alignment, and advisor coverage strategies.
• - Ensure sales resources are focused on the highest‑value opportunities and relationships.
• - Evaluate rotation effectiveness and adjust territory plans based on results and market opportunities.

Cross‑Functional Partnership

• - Partner with Internal Sales, Marketing, Revenue Operations, Portfolio Management, Operations, and Compliance to drive growth and advisor satisfaction.
• - Ensure field activity aligns with firmwide growth initiatives, campaigns, and strategic priorities.
• - Create strong feedback loops between the field and the broader organization.
• - Support scalable sales processes and continuous improvement initiatives.

Qualifications

Required

• - 7+ years of progressive sales, distribution, or sales leadership experience.
• - Experience leading, coaching, or managing external sales professionals.
• - Strong understanding of advisor distribution, territory management, pipeline development, and field sales execution.
• - Demonstrated ability to manage KPIs, coach sales activity, and create accountability across a sales team.
• - Experience using CRM data, activity reporting, and sales analytics to improve performance.
• - Strong communication, coaching, leadership, and follow-up skills.
• - Ability to operate strategically while staying close to day‑to‑day execution.
• - Willingness and ability to travel.

Preferred

• - Asset management, wealth management, ETF, mutual fund, TAMP, fintech, or advisor distribution experience.
• - Experience selling through Broker‑Dealer, RIA, custodian, platform, or wirehouse channels.
• - Familiarity with HubSpot or comparable CRM systems.
• - Experience helping scale a growing sales organization.
• - Strong understanding of sales process design, field coaching, and advisor deal manage

Base Salary: $150,000 + Commission

Potomac is not your typical asset manager. We cut through the industry BS with brutal transparency and an obsession with execution. Ifyou’relooking for a slow pace and low volume, thisisn’tfor you.

If you want to drive, build, and scale, this is your shot.

Benefits:

• - Medical insurance
• - Vision insurance
• - Dental insurance
• - Health savings account option
• - 401(k) & other retirement benefits
• - Paid maternity leave
• - Paid paternity leave
• - Commuter benefits
• - Disability insurance
• - Paid time off