The Account Executive (AE) is a strategic sales leader responsible for driving new business growth in the Mid and Large Market Corporate Defined Contribution space. Covering a multi‑state territory( FL, SC, NC, VA, GA. DC), the AE develops deep advisor and consultant relationships, leads complex pursuits, and delivers tailored retirement plan solutions that help organizations and their employees achieve better financial outcomes.

This role requires a balance of strategic thinking, sophisticated consultative selling, disciplined execution, and the ability to influence key decision‑makers across long institutional sales cycles.

The Expertise We’re Seeking

• 10+ years of institutional sales or senior client-facing experience
• Proven sales success working with advisors, consultants, or intermediaries
• Defined contribution expertise required
• Experience engaging Mid / Large Market prospects ($50M–$250M in plan assets)
• NASD Series 7 and 63 required
• Bachelor’s degree required
• Willingness to travel ~40%

The Purpose of Your Role

As a senior institutional sales executive, you will lead acquisition efforts with defined contribution plan sponsors through influential advisor and consultant relationships. You will guide pursuit teams, orchestrate internal partners, and position Fidelity’s capabilities to win new plans, assets, and multi-product relationships. Your work directly fuels the organization's long-term growth strategy.

The Skills You Bring

• Ability to quickly diagnose prospect needs and translate them into compelling strategies and solutions
• Exceptional critical listening, discovery, and communication skills
• Relationship selling expertise with advisors and consultants
• Ability to successfully manage a complex, multi-stage institutional sale (typically 2+ months)
• Strong fee and contract negotiation capabilities
• Ability to analyze plan design, operations, and investments to create tailored recommendations
• Mastery of the RFP process and finalist presentations
• Ability to prioritize, manage time, and coordinate multiple efforts in a fast-paced environment
• Deep product and service knowledge across the DC landscape

The Value You Deliver

• Full-service recordkeeping sales and growth of AUA/AUM
• Multi-product sales across the WI portfolio
• Development and execution of winning deal strategies
• Creative thinking that differentiates Fidelity in a competitive market
• Textbook preparation for Real Deal Prep, finals meetings, and post-finals advancement
• Rigorous territory coverage and pipeline activity (meetings, calls, emails, LinkedIn engagement)
• Accurate Salesforce.com forecasting and reporting
• Strengthening advisor and consultant relationships that influence both new business and retention
• Effective collaboration and leadership of internal partners across product, pricing, finance, and implementation
• Seamless hand-offs to ensure successful onboarding
• Full adherence to risk, compliance, pricing, and FINRA requirements

How Your Work Impacts the Organization

Your success translates directly into new clients, new assets, and expanded product penetration—fueling Fidelity’s growth and strengthening our market position. In addition to acquiring new plans, you play a critical role in helping retain existing clients affected by mergers and organizational transitions. As the face of Fidelity in your territory, you set the tone for client confidence, advisor advocacy, and long-term relationship value.