MD, Head of Sales Americas, Charles River Development

Head of Sales, Americas

Managing Director | Americas Region | Boston, MA / New York, NY

Who We Are

Charles River Development (CRD), a State Street company, is a leading provider of investment management software and services to the global financial industry. The Charles River Investment Management Solution (Charles River IMS) helps institutional investors streamline front‑ and middle‑office operations across the investment lifecycle — from portfolio construction and order management to compliance monitoring and reporting.

Why This Role Is Important to Us

The Head of Sales, Americas is a critical leadership role responsible for expanding CRD’s presence in the region, deepening senior client relationships, and driving sustained commercial growth in a competitive and evolving market.

• Own and deliver annual bookings and revenue objectives across the Americas, including new business acquisition, client expansion, and pipeline growth.
• Lead, coach, and develop a high‑performing team of regional sales leaders, enterprise account executives, and business development professionals across the Americas.
• Shape and execute the regional go‑to‑market strategy across CRD’s core client segments, including institutional asset managers, wealth managers, asset owners, insurers, private markets GPs, hedge funds, and alternative asset managers.
• Serve as the senior executive relationship owner for CRD’s most complex and strategically important client and prospect engagements across the Americas.
• Partner closely with leaders across Product Management, Marketing, Client Management, Professional Services, and the Alpha Platform team to align commercial priorities with product direction, client needs, and delivery readiness.
• Support the use of tools, digital engagement capabilities, and data‑driven sales practices as part of how the regional team operates.
• Establish and reinforce a consistent sales process including structured discovery, solution qualification, executive engagement, forecasting discipline, and deal governance.

• Executive presence and credibility — a leader who can engage confidently at the most senior levels, both internally and with clients.
• Deep industry knowledge and consultative instincts — a leader who understands the investment management landscape and can engage clients as a trusted advisor.
• Operational discipline and data literacy — someone who makes decisions grounded in pipeline data, market analysis, and commercial metrics.
• A collaborative style — the ability to work effectively across teams, align stakeholders, and drive shared outcomes.
• Innovation orientation — openness to AI‑enabled tools, digital‑first selling approaches, and the evolving ways buyers engage with enterprise software vendors.

• Bachelor’s degree required; advanced degree (MBA or equivalent) strongly preferred.
• 10 or more years of enterprise sales experience in financial services technology, investment management technology, or fintech, with a demonstrable track record of meeting or exceeding commercial targets.
• 5 or more years of senior sales leadership and people management experience, including management of managers and distributed regional teams.
• Deep familiarity with the institutional investment management landscape — including asset managers, wealth managers, insurance companies, pension funds, hedge funds, and alternatives managers — and a command of the key commercial, operational, and regulatory priorities facing these institutions.
• Demonstrated experience managing complex, long‑cycle enterprise sales processes involving multiple executive stakeholders, procurement governance, and competitive displacement.
• Experience with investment management software platforms is highly preferred.
• Strong commercial acumen including experience with forecasting, pipeline analytics, CRM platforms (Salesforce preferred), and revenue operations frameworks.

• Willingness to travel across the Americas region and internationally as required.
• Exceptional executive communication and presentation skills.
• Familiarity with AI and digital selling tools, and a…