Internal Sales Leader Strategy

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 hand holding to make things happen.

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

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

The Director of Internal Sales is responsible for building, developing, and leading a high-performing internal sales team that supports national distribution across mutual funds, ETFs, and SMAs. This role owns internal sales activity standards, performance metrics, and CRM discipline while ensuring tight alignment between internal and external wholesalers. Success in this role is defined by improved outbound engagement, stronger meeting conversion, and consistent net flow growth.

This is a meaningful leadership role within our sales organization, not a maintenance position. The individual in this role will be expected to raise standards, drive disciplined execution, and help shape the next phase of growth across our national distribution effort.

The ideal candidate has successfully led internal wholesalers before and understands how daily activity translates into advisor meetings, pipeline development, and measurable asset growth.

• Recruit, hire, train, and coach internal wholesalers and sales associates
• Establish and enforce measurable performance standards for calls, meetings set, pipeline growth, and asset flows
• Conduct regular one-on-ones, call coaching sessions, and territory reviews
• Develop clear career paths for internals progressing into external wholesaling roles
• Foster a competitive, accountable, and team-oriented sales culture

Sales Execution & Activity Management

• Implement structured outbound call programs targeting advisors, home offices, and model gatekeepers
• Monitor daily call activity, contact quality, CRM usage, and follow-up cadence
• Drive proactive opportunity identification across existing and prospective advisor relationships
• Track and report key performance indicators including calls, appointments set, meetings held, pipeline conversion, and net flows

Stakeholder & Team Collaboration

• Ensure tight alignment between internal and external wholesalers for coordinated territory coverage
• Partner with the National Sales Manager on territory strategy, segmentation, and coverage design
• Collaborate closely with Marketing, Product, Compliance, and Operations to streamline sales execution
• Support conference follow-up campaigns and targeted advisor initiatives

Cross-Functional Engagement & Scalability

• Ensure consistent messaging across product positioning, market commentary, and sales campaigns
• Help develop scalable sales playbooks, training materials, and onboarding frameworks
• Oversee call campaigns tied to new product launches, model approvals, and platform expansions
• Ensure CRM integrity, reporting accuracy, and dashboard visibility across the sales organization

• 5–10+ years of experience in asset management sales (internal wholesaling, external wholesaling, or sales leadership)
• Prior experience leading or mentoring internal wholesalers strongly preferred
• Deep understanding of mutual fund, ETF, and SMA distribution channels
• Knowledge of IBD, RIA, Wirehouse, and regional broker-dealer ecosystems
• Demonstrated track record of driving asset growth through disciplined activity management
• Strong analytical skills and CRM fluency (Salesforce, Hub Spot, or similar platforms)
• FINRA Series 7 and 63/65 or 66 required with Series 24 preferred

• Growing asset manager with an expanding national distribution footprint
• Entrepreneurial culture with direct access to senior leadership
• Opportunity to build and shape the internal sales organization
• Competitive base salary plus incentive compensation
• Clear path for long-term leadership growth within distribution

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.