Director, Institutional Sales

Director, Institutional Sales

Department: Retirement Plan Services

Employment Type: Full Time

Location: Tampa, FL

Compensation: $90,000 - $120,000 / year

The Director of Institutional Sales is responsible for driving new business growth within the institutional retirement space by developing and executing sales strategies focused on small market retirement plan opportunities. This role plays a key part in expanding the firm’s institutional footprint through outbound prospecting, partner relationships, and direct sales efforts.

This individual is expected to proactively generate opportunities, penetrate new markets, manage complex sales cycles, and consistently deliver results in a competitive environment, with a particular focus on startup plans, small markets, and state mandated plans.

• Build and cultivate relationships with sales teams at partner organizations to drive institutional retirement plan sales
• Conduct outbound prospecting, cold calling, and lead generation to identify and advance new opportunities
• Develop and execute sales strategies to expand beyond existing partnerships and uncover untapped markets
• Promote and sell institutional retirement partnership opportunities to Concurrent’s field advisors
• Become proficient with internal AI tools to enhance prospecting and business development efforts
• Manage relationships across key sales channels, including payroll vendors, TPAs, and strategic partners
• Conduct virtual and in-person presentations to prospective clients and partner organizations
• Represent the firm at conferences, roadshows, and industry events to promote institutional retirement solutions
• Utilize CRM systems to track sales activity, manage pipelines, and forecast opportunities
• Collaborate with leadership to develop innovative sales approaches and growth initiatives
• Maintain strong knowledge of institutional retirement offerings, including ERISA 3(38) fiduciary services and competitive positioning
• Monitor market trends, competitor activity, and regulatory developments impacting institutional retirement sales
• Meet or exceed established sales targets and performance expectations
• Provide feedback and insights to leadership to support product development and go-to-market strategy
• Perform other related duties as assigned to support retirement sales initiatives

• Bachelor’s degree in Business, Finance, or a related field preferred, or equivalent relevant experience
• Three to five years of sales experience within institutional retirement, financial services, or a related field
• Minimum of two years of experience in retirement or institutional sales
• Series 65 or 66
• Demonstrated success in cold calling, prospecting, and lead generation
• Strong understanding of ERISA 3(38) fiduciary services and institutional retirement plan structures
• Self‑motivated and results‑driven, with the ability to independently source and close business
• Excellent communication, presentation, and relationship‑building skills
• Proficiency with CRM platforms and Microsoft Office applications
• Strategic mindset with the ability to identify opportunities and execute effective sales strategies

Salary: $90,000 – $120,000 annually, plus sales incentive bonus.

This role is will be located in Tampa, FL; however remote will be considered for well qualified candidates. Travel may approach approximately 15% depending on pipeline activity and opportunity development.

• 401(k) matching
• Dental Insurance
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Vision insurance
• Equity