The Director of National Accounts will manage client relationships, drive sales growth, and collaborate across teams to enhance service delivery and retention.
Why Great Gray?
At Great Gray Group, we strive to set the bar for the retirement services industry. Our goal is to deliver advanced retirement solutions that combine our core fiduciary services with robust investment options, innovative technology, and dedicated client service. We focus on making choices clearer, transitions smoother, and the client experience more delightful. Complacency isn't in our vocabulary. Every day, we look for opportunities to better serve our clients, be an excellent business partner, and earn the trust of those who rely on us.
The Role
Great Gray is looking to add a Director of National Accounts on our Sales team. This Boston-based account/relationship manager will drive sales growth, asset diversification, and retention by managing and growing the RPAG client relationships beyond the digital platform. Focused on expanding sales across Great Gray, this role will partner closely with RPAG advisors and collaborate with the FlexPath and Great Gray Trust Company sales teams to maximize opportunities and deepen relationships.
Location
This position will work from our Boston, MA office. Great Gray currently supports a hybrid work model with 4 days onsite, and 1 day remote.
Visa sponsorship or transfer of an existing visa is not available for this position. Applicants must be authorized to work directly for any employer in the United States without visa sponsorship or transfer.
Responsibilities
· Support a select group of Defined Contribution consultant client relationships, introducing new solutions (share classes) and cross-selling to build a robust pipeline while delivering exceptional service and maintaining strong asset retention.
· Act as the primary point of contact, prioritizing and tiering client management for maximum impact, collaborating with internal partners across the Product, Onboarding, Technology and Legal/Compliance teams.
· Strengthen internal relationships by working closely with wholesalers, relationship managers and other Great Gray teams to optimize sales and service opportunities.
· Proactively identify and mitigate risks within the client base, engaging senior management when needed to protect and grow relationships.
· Leverage Salesforce and related CRM tools to initiate, document, track and enhance client interactions, ensuring a data-driven approach to relationship management.
· Contribute to team meetings by sharing insights and strategies to boost team effectiveness and success.
· Complete other related duties as assigned
Qualifications & Experience
· Bachelor’s degree with 8-12 years of investment or financial services-related experience
· Proven success in sales with Defined Contribution consultants and/or business development and independent home office research teams
· Strong leadership skills and a passion for building and nurturing client relationships
· Deep knowledge of domestic and international financial markets and products
· Excellent communication and presentation skills, both virtual and in-person
· Effective territory management and ability to set priorities and meet deadlines
· Demonstrable integrity and experience in direct, client-facing roles
· Experience selling Fixed Income, QDIA solutions, CITs and Active ETFs
· Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
· Comfortable navigating ambiguity.
· Your standards reflect our core values: Growth Mindset, Disciplined Curiosity, Grit, Results Ownership, Collaboration.
Benefits
We have a comprehensive and competitive benefits package at Great Gray. Some of the highlights are:
· Be an integral part of an early-stage, high-growth organization!
· Hybrid work environment
· Competitive compensation package including 401(k) with elective and non-elective match opportunities
· Lifestyle spending allowance program
· Medical, Dental, Vision Insurance
· Employer-paid life and disability insurance
· Generous paid time off program
Company Background
Great Gray is the leading independent provider of trustee and administrative services to Collective Investment Trusts (“CITs”), with over $200 billion in CIT assets under management, across more than 780 funds. We proudly work with 80 subadvisors, including leading firms such as AllianceBernstein, American Funds, BlackRock, Franklin Templeton, MetLife, Neuberger Berman, PGIM, PIMCO and Raymond James.
CITs are more than just an investment vehicle. They represent a forward-thinking approach to retirement planning. These tax-exempt, pooled investment vehicles are offered to employer-sponsored retirement plans, like 401(k)s. CITs are comparable to mutual funds, but, because they are tailored for the institutional retirement market, they can offer distinct advantages, including efficient administration and cost-effectiveness. CITs have a history dating back over 90 years; but they have gained favor over the past decade, driven by innovations, and Great Gray has been at the forefront.
Great Gray has consistently delivered year-over-year growth at an above market rate and is investing in the continued development of its core CIT business as well as complementary administrative services and technology solutions for the retirement market.
Madison Dearborn Partners (“MDP”) purchased Great Gray from Wilmington Trust in April 2023. As a result, Great Gray is an independent company owned by funds affiliated with MDP.
Investor Background
MDP is a leading private equity investment firm based in Chicago. Since MDP's formation in 1992, the firm has raised aggregate capital of over $28 billion and has completed over 150 platform investments. MDP invests across five dedicated industry verticals, including basic industries; business and government software and services; financial and transaction services; health care; and telecom, media, and technology services.
Equal Employment Opportunity Policy
Great Gray, LLC is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status or other non-merit factor.
Top Skills
CRM
Salesforce
Great Gray Trust Company Boston, Massachusetts, USA Office
53 State St, Boston, Massachusetts, United States, 02109
Similar Jobs
Healthtech • Other • Software • Biotech
The Director of National Government Accounts will lead commercial strategy, sales, and contracting with the US Government, managing a team and driving revenue while collaborating across departments.
Biotech
Lead and optimize market access results by managing a team focused on payer relationships and strategies for improving patient access to therapies.
Top Skills:
Gene EditingGene TherapyRna
AdTech • Big Data • Digital Media • Marketing Tech
As an Advertising Sales Manager, you will drive revenue growth through client relationships, advocate for clients internally, and sell advertising solutions.
Top Skills:
Crm SystemsSalesforce
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
