Internal Sales Leader - Retirement Plan Services

Charles Schwab; Richfield Township (OH); Hybrid; USD 100,000 - 140,000; Full time

Job summary

Charles Schwab is seeking an Internal Sales Leader to guide retirement plan and equity compensation sales through a working-leader model. You will coach internal reps, own business development, and drive strategic growth with field partners to deliver integrated workplace services.

The role emphasizes leadership, pipeline management, Salesforce discipline, and cross-functional collaboration to accelerate opportunities, while advancing client-focused solutions in a hybrid work environment.

Qualifications

• 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.

Responsibilities

• Lead, coach, and develop internal sales representatives across retirement plan and equity compensation disciplines.
• Maintain a personal portfolio of priority prospects and lead outbound business development.
• Lead or participate in prospect presentations, discovery meetings, and complex deal discussions.
• Model disciplined Salesforce usage, call planning, forecasting, and opportunity documentation.
• Drive strategy, pipeline, and performance management in partnership with sales leadership.
• Collaborate with marketing, product, and cross-functional teams to support growth initiatives.

Skills

People leadership

Business development

Consultative selling

Sales forecasting

Sales strategy

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Job description

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.

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