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Vanguard · 2 months ago

Senior Manager, Head of Go-to-Market Strategy-Financial Advisor Services

Malvern, PA

Full-time

Hybrid

Senior Level, Lead/Staff

10+ years exp

Vanguard is a leading financial services company focused on the long-term financial wellbeing of clients. They are seeking a Senior Manager, Head of Go-to-Market Strategy for Financial Advisor Services, responsible for architecting and activating a commercial blueprint aimed at delivering sustained growth and enhanced advisor experiences.

FinanceFinancial Services

No H1B

Responsibilities

Design: Segmentation optimization, territory design, coverage strategy, and sales expectations

Activation: Prioritization and capacity management, cross-functional operationalization, and success measurement

Commercial rhythm-of-business: Annual and in-year GTM planning, resource alignment, and performance governance

Design the Blueprint: Build and continuously refine our GTM architecture—advisor segmentation, territory models, coverage strategy (internal/external wholesalers, relationship managers, platform coverage), and clear sales expectations by segment and motion

Activate with Precision: Translate strategy into action through prioritization frameworks, capacity modeling, and territory assignment—balancing new opportunity capture with deepening existing relationships

Orchestrate Cross-Functionally: Lead the operationalization of GTM plans across Distribution, Product, Marketing, Digital, Finance, and Operations to ensure integrated campaigns, aligned resourcing, and scalable processes

Institutionalize Success Measurement: Define the commercial KPI stack—pipeline health, conversion, productivity, coverage effectiveness, activity quality, and segment-level outcomes—and run a governance cadence to diagnose, decide, and iterate

Elevate Field Effectiveness: Partner with Learning & Enablement to align sales expectations with competencies, coaching, and content; ensure CRM and sales technology support the GTM design (routing, next-best-action, playbooks)

Drive Continuous Optimization: Use performance insights to tune segmentation, refine territories, rebalance capacity, and update expectation models

Qualification

Go-to-market strategySegmentation designTerritory optimizationSales expectationsCross-functional planningPerformance measurementCRM strategyCoaching mindsetExecutive presenceClear communication

Required

10+ years of progressive leadership in go-to-market sales strategy, distribution planning, or commercial operations

Proven experience with segmentation design, territory optimization, coverage strategy, and setting sales expectations for advisor-facing teams

Demonstrated ability to operationalize GTM—prioritization frameworks, capacity management, cross-functional planning, and governance

Depth in measurement and analytics (pipeline, productivity, activity quality, conversion, segment outcomes) and comfort with CRM strategy and sales technology

Track record influencing across Product, Marketing, Digital, and Operations in matrixed environments

Executive presence, clear communication, and a coaching mindset that aligns people, processes, and platforms around outcomes