MD, Head of Sales Americas, Charles River Development

CHARLES RIVER DEVELOPMENT

A State Street Company

Head of Sales, Americas

Managing Director | Americas Region |


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.

As part of State Street Corporation, one of the world's leading providers of financial services to institutional investors, CRD serves more than 600 clients worldwide, including asset managers, wealth managers, insurance companies, pension funds, sovereign wealth funds, and alternative asset managers. Our solutions are delivered through a cloud-native SaaS platform and as part of State Street Alpha - a front-to-back-to-custody operating model designed to help institutions manage their investment operations more effectively.

Headquartered in Burlington, Massachusetts, with offices across North America, Europe, and Asia-Pacific, CRD is helping drive change in how the investment management industry operates - with greater use of data, AI, and support for a broader range of asset classes.

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.

As investment managers continue to consolidate technology platforms and modernize operating models, State Street Alpha and the broader CRD solution set are well positioned to meet those needs. This executive will be expected to build and lead a high-performing regional sales organization, deliver against ambitious growth objectives, and serve as a senior sponsor for a number of the firm's most strategic client and prospect relationships.

What You Will Be Responsible For

Commercial Performance & Revenue Leadership - Own and deliver annual bookings and revenue objectives across the Americas, including new business acquisition, client expansion, and pipeline growth.

Sales Organization Leadership & Talent Development - Lead, coach, and develop a high-performing team of regional sales leaders, enterprise account executives, and business development professionals across the Americas.

Go-to-Market Strategy & Market Expansion - 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.

Executive Client Engagement & Strategic Pursuits - Serve as the senior executive relationship owner for CRD's most complex and strategically important client and prospect engagements across the Americas. Represent CRD externally at select industry forums and conferences as a senior voice on market trends and industry change.

Cross-Functional Alignment & Commercial Enablement - 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.

Champion the adoption of AI-enabled selling - Support the use of tools, digital engagement capabilities, and data-driven sales practices as part of how the regional team operates.

Operational Excellence & Sales Discipline - Establish and reinforce a consistent sales process including structured discovery, solution qualification, executive engagement, forecasting discipline, and deal governance.

What We Value

These qualities will help you succeed in this role and at Charles River Development:

• 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.

Education & Preferred Qualifications

• 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.

Additional Requirements

• 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 commitment to continuously evolving how the sales organization operates in a technology-enabled environment.

About State Street

State Street Corporation (NYSE: STT) is one of the world's leading providers of financial services to institutional investors, including investment servicing, investment management, and investment research and trading. With $44 trillion in assets under custody and administration and approximately $4.3 trillion in assets under management, State Street operates globally across more than 100 geographic markets.

Charles River Development is a wholly owned subsidiary of State Street, providing front- and middle-office software and services to more than 600 investment management firms worldwide. CRD's solutions are offered as part of State Street Alpha, a fully integrated front-to-back operating model that brings together investment management technology and asset servicing at scale.

State Street is committed to building a culture of inclusion, belonging, and equal opportunity. We believe that the diversity of our workforce is a critical source of strength and innovation.

State Street is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by law.

Reasonable accommodations are available for persons with disabilities during the application, interview, and onboarding processes. If you require an accommodation, please contact View email address on click.appcast.io.

Charles River Development, A State Street Company | crd.com | statestreet.com/careers

Salary Range:
$170,000 - $267,500 Annual

The range quoted above applies to the role in the primary location specified. If the candidate would ultimately work outside of the primary location above, the applicable range could differ.

Employees are eligible to participate in State Street's comprehensive benefits program, which includes: our retirement savings plan (401K) with company match; insurance coverage including basic life, medical, dental, vision, long-term disability, and other optional additional coverages; paid-time off including vacation, sick leave, short term disability, and family care responsibilities; access to our Employee Assistance Program; incentive compensation including eligibility for annual performance-based awards (excluding certain sales roles subject to sales incentive plans); and, eligibility for certain tax advantaged savings plans.

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About State Street

Across the globe, institutional investors rely on us to help them manage risk, respond to challenges, and drive performance and profitability. We keep our clients at the heart of everything we do, and smart, engaged employees are essential to our continued success.

We are committed to fostering an environment where every employee feels valued and empowered to reach their full potential. As an essential partner in our shared success, you'll benefit from inclusive development opportunities, flexible work-life support, paid volunteer days, and vibrant employee networks that keep you connected to what matters most. Join us in shaping the future.

As an Equal Opportunity Employer, we consider all qualified applicants for all positions without regard to race, creed, color, religion, national origin, ancestry, ethnicity, age, disability, genetic information, sex, sexual orientation, gender identity or expression, citizenship, marital status, domestic partnership or civil union status, familial status, military and veteran status, and other characteristics protected by applicable law.

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Job Application Disclosure:

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.