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

Malvern, Pennsylvania, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Financial Services, Asset ManagementIndustries

Requirements

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
Experience building GTM designs and leading activation in asset management, wealth, or financial advisor services
Understanding of the rhythms of advisor-facing distribution teams

Responsibilities

Design the GTM blueprint: Build and continuously refine GTM architecture—including 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
Lead a multi-functional team responsible for design (segmentation optimization, territory design, coverage strategy, sales expectations), activation (prioritization and capacity management, cross-functional operationalization, success measurement), and commercial rhythm-of-business (annual and in-year GTM planning, resource alignment, performance governance)

Skills

Go-to-Market Strategy

Segmentation Optimization

Territory Design

Coverage Strategy

Sales Planning

Capacity Management

Cross-Functional Leadership

Performance Governance

Commercial Planning

Resource Alignment

Vanguard

Client-owned investment management firm offering low-cost funds

About Vanguard

Vanguard provides financial services with a focus on investment management. The company offers a variety of products, including mutual funds, exchange-traded funds (ETFs), individual retirement accounts (IRAs), and 401k rollovers, aimed at individual investors, financial advisors, and institutions. Vanguard's unique ownership structure means it is owned by its funds, which are in turn owned by the clients, allowing it to prioritize the needs of its investors over external shareholders. This model enables Vanguard to offer low-cost investment options, as it primarily earns revenue through management fees that are generally lower than industry standards. Additionally, Vanguard provides personalized investment advisory services, charging fees based on the assets managed. The company's goal is to help clients grow their wealth and achieve their financial objectives through effective investment strategies, while maintaining a competitive performance track record.

Kline Township, PennsylvaniaHeadquarters

1975Year Founded

SECONDARYCompany Stage

Fintech, Financial ServicesIndustries

10,001+Employees

Benefits

Best-in-class medical, dental & vision coverage

Onsite health clinic & fitness center

Health Smart Rewards program

Vanguard Retirement Savings Plan

Education Benefits

PTO

Family Planning Benefist

Parental leave

Personal development opportunities

Volunteer Time Off

Risks

Competition from AI-driven platforms like Writer challenges Vanguard's traditional advisory services.

Vanguard's stake in Steelcase exposes it to the volatile furniture market.

New active bond ETFs may struggle in a low-yield environment with increasing competition.

Differentiation

Vanguard is client-owned, aligning its interests with investors, unlike traditional firms.

The firm offers low-cost investment products, making it attractive to cost-conscious investors.

Vanguard's ownership structure allows it to focus on long-term investor value.

Upsides

Vanguard's new active bond ETFs offer diversified, low-cost fixed income options.

The acquisition of Steelcase shares diversifies Vanguard's portfolio into the furniture industry.

Launching the International Dividend Growth Fund appeals to investors seeking sustainable dividend growth.

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