Managing Director - Enterprise Leads & Referrals Solutions

TIAA; Charlotte (NC); On-site; USD 240,000 - 290,000; Full time

Job summary

TIAA seeks a senior leader to own the enterprise strategy for leads and referrals across Wealth & Advice sources. You will shape multi-year roadmaps, govern operating models, and align senior stakeholders across channels to drive scalable growth and performance.

The role requires 10+ years in financial services with demonstrated ability to influence senior leaders, design scalable referral programs, and lead product managers through adoption of new sales processes and technology.

Qualifications

• 10+ years in financial services/wealth management solution leadership with accountability for business results.
• Experience designing and scaling lead and referral programs across digital, contact center and advisor channels.
• Experience leading product managers and securing channel adoption of new sales processes and technology.

Responsibilities

• Establishes enterprise strategy and multi-year roadmap for leads and referrals across all sources and channels.
• Designs and governs the operating model for the program with clear decision rights and governance.
• Negotiates goals, metrics, SLAs, and handoff standards with channel owners and leaders.
• Directs enterprise-level assessment of channel capacity and long-term frameworks for lead flow and quality.
• Partners with Solutions Design and Technology to define multi-year capability investments.
• Manages a team, staffing strategy, and long-term organizational design for the function.

Skills

Business Development

Client Relationship Management

Collaboration

Consultative Communication

Quantitative Analysis

Prioritizes Effectively

Wealth Management

Education

University degree preferred

Job description

Wealth Leads & Referrals

This job owns the enterprise strategy and long-term operating model for how TIAA generates, routes, and converts leads and referrals across all Wealth & Advice sources and channels. This role sets multi-year direction for the leads and referrals program, shapes how TW&A collaborates with other business lines on growth, and builds the organizational capability needed to scale the function over time. This role negotiates alignment with senior stakeholders and channel owners across the enterprise, exercises significant judgment in anticipating shifts in client behavior and channel economics, and is accountable for the performance of a team.

Key Responsibilities and Duties

• Establishes the enterprise strategy and multi-year roadmap for leads and referrals across all TIAA sources and channels, anticipating market and business shifts that will shape future program direction
• Designs and governs the operating model for the program, including decision rights, escalation paths, and performance standards, ensuring alignment with senior stakeholders across the enterprise
• Negotiates goals, metrics, SLAs, and handoff standards with channel owners and business unit leaders, holding partners accountable through ongoing governance
• Directs enterprise-level assessment of channel capacity and long-term frameworks for optimizing lead and referral volume, flow, and quality
• Partners with Solutions Design and Technology leadership to define and prioritize the multi-year capability and investment roadmap supporting the program
• Manages a team, setting staffing strategy and long-term organizational design for the function
• Builds leadership bench strength through structured development and succession planning, and fosters a culture of engagement and accountability across the team

Educational Requirements

• University (Degree) Preferred

Work Experience

• 10+ Years Required

Physical Requirements

• Physical Requirements: Sedentary Work

Career Level

11PL

Required Work Experience

• 10+ years in financial services/wealth management solution leadership, with accountability for business results.
• Experience designing and scaling lead and referral programs across digital, contact center and advisor channels.
• Experience leading product managers and securing channel adoption of new sales processes and technology.

Related Skills

• Business Development
• Client Relationship Management
• Collaboration
• Consultative Communication
• Continuous Improvement Mindset
• Due Diligence
• Practice Management Strategy
• Prioritizes Effectively
• Quantitative Analysis
• Retirement Planning Selling
• Sales
• TIAA Products/Services Acumen
• Wealth Management

Anticipated Posting End Date

2026-10-23

Base Pay Range

$240,000/yr - $290,000/yr

Actual base salary may vary based upon, but not limited to, relevant experience, time in role, base salary of internal peers, prior performance, business sector, and geographic location. In addition to base salary, the competitive compensation package may include, depending on the role, participation in an incentive program linked to performance (for example, annual discretionary incentive programs, non-annual sales incentive plans, or other non-annual incentive plans).

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Company Overview

Every worker deserves a secure retirement. For more than 100 years, TIAA has delivered it for millions of people. Founded to help educators retire with dignity, today we're a market-leading retirement company fueled by world-class asset management. But we're not just another legacy financial services firm. We're fighting harder than ever before for our clients and the many Americans who need us.

Our Culture of Impact

At TIAA, we're on a mission to build on our 100+ year legacy of delivering for our clients while evolving to meet tomorrow's challenges. We equip our associates with future-focused skills and AI tools that enable us to advance our mission. Together, we are fighting to ensure a more secure financial future for all and for generations to come. We are guided by our values: Champion Our People, Be Client Obsessed, Lead with Integrity, Own It, and Win As One. They influence every decision we make and how we work together to serve our clients every day. We thrive in a collaborative in-office environment where teams work across organizational boundaries with shared purpose, accelerating innovation and delivering meaningful results. Our workplace brings together TIAA and Nuveen's entrepreneurial spirit, where we work hard and work together to create lasting impact. Here, every associate can grow through meaningful learning experiences and development pathways—because when our people succeed, our impact on clients' lives grows stronger.

Benefits and Total Rewards

The organization is committed to making financial well-being possible for its clients, and is equally committed to the well-being of our associates. That's why we offer a comprehensive Total Rewards package designed to make a positive difference in the lives of our associates and their loved ones. Our benefits include a superior retirement program and highly competitive health, wellness and work life offerings that can help you achieve and maintain your best possible physical, emotional and financial well-being. To learn more about your benefits, please review our Benefits Summary.

Equal Opportunity

We are an Equal Opportunity Employer. TIAA does not discriminate against any candidate or employee on the basis of age, race, color, national origin, sex, religion, veteran status, disability, sexual orientation, gender identity, or any other legally protected status. Our full EEO & Non-Discrimination statement is on our careers home page, and you can read more about your rights and view government notices here.

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TIAA maintains a drug-free and smoke/free workplace.

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