Market Director – Large Market RIA, DC, Maryland, Virginia
 

Overview

Vanguard is seeking a seasoned and successful sales professional with deep relationships in the RIA space to join our Large Market team as a Market Director. This role is part of a senior sales team and maintains a 1:1 partnership with an internal sales executive. You will be responsible for territory management, pipeline development, and day-to-day execution across DC, Maryland, and Virginia.

As the Market Director – Large Market RIA, DC, Maryland, Virginia your focus will be on the growth and retention of assets among RIAs with $500M+ in AUM. This model is designed to enable deeper, more strategic engagement with a high-priority book—averaging ~150 clients per territory. You will drive market share and net cash flow by executing custom strategies tailored to the unique needs of large firms.

About Vanguard

At Vanguard, our core purpose is to take a stand for all investors, to treat them fairly, and to give them the best chance for investment success. We put our investors first in all we do, and because of it, clients, advisors, and institutions have entrusted $12 trillion in AUM to us. 

Vanguard’s Financial Advisor Services is the largest and fastest growing division within Vanguard. Our sales team serves broker-dealers, RIAs, and bank clients by consulting them on their business and offering up investment products, research, and non-investment solutions to our clients, both to home office decision makers and advisors alike. We aim to be the “advisor to the advisor,” bringing the full breadth and depth of Vanguard to each interaction. The RIA Large Market Sales Executive identifies, builds, and develops new relationships in the independent advisor community, through in-person interactions.

Vanguards CEO, Salim Ramji has emphasized a strong focus on fixed income, and our aim will be to continue to show the value of Vanguard fixed income to the financial advisor community. Vanguard is a leader in both indexed and active products, but there is an opportunity for us to do more to bring superior performance at lower costs to the RIA community. We have the potential to disrupt the industry with our growing, world class lineup of fixed income funds while remaining a leader in indexed equities.

What it takes 

• Generates and deepen relationships with large Registered Investment Advisors (RIAs), focused on those with $500M+ in AUM, with at least 60%+ of interactions in-person. Seeks to understand the philosophy, structure, and strategic priorities of each firm, acting as a trusted advisor in aligning Vanguard’s capabilities with client needs.
• Drives results and outcomes, with a strong emphasis on fixed income solutions and custom strategy execution. Delivers key messages through targeted engagements including in-person meetings, virtual visits, phone calls, and participation in national, regional, and local events.
• Builds and maintains a pipeline of high-quality sales opportunities, evidencing wins regularly within a strategically curated book of ~150 high-priority clients.
• Demonstrates deep expertise in capital markets, investment management, and industry trends. Leverages this knowledge to position Vanguard’s offerings credibly and consultatively, especially in areas where we aim to disrupt—like fixed income.
• Develops and executes a strategic sales plan focused on depth over breadth, enabling stronger retention, loyalty, and asset growth.
• Build strong relationships across the firm, not just with investment decision-makers, but across entire organizations. Supports event strategy, expands fields of play, and helps bring the full breadth of Vanguard to each client.
• Collaborate closely with internal sales partners in a 1:1 model, sharing ownership of territory strategy, prospecting, and execution. Coaches and supports less experienced sales executives and internal stakeholders.
• Embraces technology and experimentation to enhance the sales process and client experience. Uses data and insights to prioritize efforts and optimize territory performance.
• Efficiently manages administrative responsibilities and contributes meaningfully to Vanguard’s corporate initiatives—helping shape strategy, drive execution, and support adoption across the organization.

 Qualifications 

• Minimum ten years related experience. At least five years on experience selling into the Registered Investment Advisor channel required.
• Undergraduate degree or equivalent combination of training and experience.
• FINRA Series 7 & 63 required.

Special Factors

• Candidates must be currently based in DC, Maryland, or Virginia or willing to relocate.
• Territory covers DC, Maryland, and Virginia
• Existing relationships and connectivity in the DC, Maryland, and Virginia market is strongly preferred.
• Knowledge of fixed income markets and preferred fixed income investment landscape.
• Knowledge of direct indexing preferred.
• CFA preferred.

Special Factors

Sponsorship

About Vanguard

At Vanguard, we don't just have a mission—we're on a mission.

To work for the long-term financial wellbeing of our clients. To lead through product and services that transform our clients' lives. To learn and develop our skills as individuals and as a team. From Malvern to Melbourne, our mission drives us forward and inspires us to be our best.

How We Work

Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection. We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.