Vice President, Client Development

Senior Vice President Of Client Development

Earned is seeking a Senior Vice President of Client Development to own and drive all sales strategy, execution, and performance across the firm's client development organization. This role reports to the Chief Growth Officer and leads client development teams across Earned's service lines, including wealth management, retirement plan services, and disability and life insurance.

This role is not just about running what exists. The VP of Client Development will help define and evolve Earned's sales operating model as we scale, including how we segment, prioritize, staff, and deploy sales resources across service lines and acquired firms. As acquisition complexity increases and organic growth becomes more multi-threaded, this leader will play a critical role in shaping how sales works at Earned.

While overall growth strategy is owned by the CGO, the VP of Client Development is expected to be a strategic thought partner in evolving Earned's sales motion. This role brings frontline insight, judgment, and data to inform how strategy is executed, refined, and scaled over time. This leader owns how we sell -- performance, coaching, conversion, and discipline while partnering closely with Growth Activation, Marketing, Product, RevOps, and Operations to ensure demand is efficiently converted into revenue and realized quickly and consistently.

Over time, this role will play an increasing role in shaping how new services, acquisitions, and cross-serve opportunities are brought to market, using sales performance data and client insight to inform future growth decisions.

Key Responsibilities

• Serve as a key advisor to the CGO on sales effectiveness, providing regular, structured feedback on performance drivers, conversion friction, and opportunities to improve outcomes.
• Translate enterprise growth priorities into clear, repeatable sales motions, while identifying where adjustments are needed based on real-world execution and results.
• Bring forward recommendations on segmentation, messaging, prioritization, and coverage models informed by pipeline data and frontline experience.
• Help define the long-term sales operating model across Earned, including specialization vs generalist roles, service-line coverage, and evolution as the platform scales.
• Own sales execution from first contact through close, ensuring consistent execution across legacy Earned and acquired firms.
• Drive improvements in lead-to-meeting conversion, meeting-to-close conversion, and time-to-close.
• Identify and remove execution bottlenecks that suppress seller productivity.

Cross-Serve Enablement and Strategy

• Execute and help refine cross-serve priorities set by the CGO.
• Own the execution, adoption, and continuous improvement of sales playbooks across service lines, ensuring sellers have clear guidance that works in practice.
• Ensure sellers are trained, equipped, and held accountable for cross-serve behaviors.
• Partner with Growth Activation, Marketing, and Product to operationalize sales strategy and evolve playbooks based on data, seller feedback, and client behavior.
• Identify where cross-serve motions break down and bring recommendations to improve product, messaging, or process.
• Ensure clean handoffs to onboarding with clear adherence to defined processes.
• Partner with Operations to reduce revenue realization lag and improve post-close client experience.

Sales Performance and People Leadership

• Own performance management for Client Development Associates, Managers, Directors, Producers, and Policy Update teams.
• Establish and enforce a rigorous coaching, call-quality, and feedback cadence.
• Set clear performance standards by role across activity, quality, and conversion metrics.
• Lead hiring, onboarding, development, performance management, and performance correction.
• Own role clarity and career progression across the sales organization (CDA to CDM to CDD).
• Build bench strength and succession planning for critical sales leadership roles.

Sales Operations and Discipline

• Own the sales operating rhythm, including pipeline reviews, forecasting accuracy, and performance reviews.
• Partner with RevOps to ensure a best-in-class sales tech stack, strong CRM hygiene, clean data, and actionable dashboards.
• Use data and AI-enabled tools to drive coaching, resourcing, and performance decisions.
• Partner with RevOps and Finance to continuously improve forecasting confidence and capacity planning.

Explicitly Does Not Own

• Enterprise growth strategy and growth activation or integration (CGO owned)
• Product marketing or campaign strategy (Marketing owned)
• Sales analytics infrastructure or reporting production (RevOps and Finance owned)

Success Metrics

• Sales attainment versus budget
• Conversion rates from lead to meeting to close
• Call quality and coaching scores
• Time to close and revenue realization speed post-close
• Seller productivity and capacity utilization
• Scalability of sales motions across new service lines and acquisitions
• Continually improved sales strategies and playbooks across increasingly complex cross-serve dynamics

Key Requirements

• Bachelors required; MBA or advanced degree preferred
• Series 65 or ability to obtain within first 2 months of employment
• 15+ years of progressive sales strategy and leadership experience
• Purpose-driven, solutions-oriented leader
• Proven success leading multi-role, multi-line sales organizations
• Strong track record exceeding sales goals and building performance infrastructure
• Experience scaling sales teams through acquisition and integration
• Data-driven operator comfortable using metrics to drive behavior and outcomes
• Comfortable leading in ambiguity and high-growth environments
• Strong cross-functional partner to Growth Activation, Marketing, Product, Operations, HR, and Finance
• Financial acumen to understand growth levers, unit economics, and ROI
• Experience with CRM systems, AI-enabled sales tools, sales enablement platforms, and analytics systems

Benefits

• Attractive total compensation package
• Employer-sponsored health insurance (medical, dental, vision)
• 401k with 5 percent match

Earned is committed to offering equal employment opportunity in all employment practices and employment decisions are based on an individual's job qualifications and abilities. Earned prohibits discrimination based on race, creed, color, religion, national origin, ancestry, sex, gender (including gender identity, gender expression and being transgender), sexual orientation, marital status, registered domestic partner status, citizenship status, age, military and veteran status, medical condition, genetic information, political affiliation, disability, medical condition, or any other basis protected by federal, state, or local law or ordinance or regulation. Earned also prohibits discrimination based on the perception that anyone has any of these characteristics or is associated with a person who has or is perceived as having any of those characteristics. All such discrimination is unlawful.