Director, Institutional Sales

Thornburg is a global investment firm delivering on strategy for institutions, financial professionals and investors worldwide. The privately held firm, founded in 1982, is an active, high-conviction manager of fixed income, equities, and multi-asset solutions.

As an independent firm, Thornburg can take on a wide range of opportunities, explore ideas thoroughly and work across strategies to deliver consistent risk-adjusted outperformance over the long term. The firm attracts free-thinking professionals who are eager to pursue investment outcomes beyond the confines of popular wisdom. From nimble operational capabilities to principles and actions fitting of a global citizen, Thornburg’s world-class investment platform and team are aligned on strategy to serve investors.

Job Summary 

The Director, Institutional Sales will be responsible for assisting in the firm’s efforts to expand its institutional client base and increase assets under management (AUM). This strategic, client-facing role involves developing and executing sales strategies, building and maintaining high-level relationships, and representing the firm within the North American institutional investment community. Reporting directly to the Head of Institutional & Strategic Initiatives, this role will work closely with key stakeholders across Thornburg to ensure that firm capabilities and strategies are represented across the channel and will be expected to engage with consultants, prospects and clients. The ideal candidate will have extensive institutional experience in asset management or financial services industry, and is expected to be a highly motivated, self-starter with deep understanding of the market and a proven track record.

Duties and Responsibilities: 

• Contribute to the development and implementation of a comprehensive institutional sales strategy to achieve the firm’s growth objectives. 
• Identify and pursue new business opportunities with institutional investors, including pension funds, endowments, foundations, insurance companies, retirement plans, sovereign wealth funds and family offices. 
• Build and maintain strong relationships with key decision makers and stakeholders within the institutional investment community. 
• Work closely with the Head of Institutional & Strategic Initiatives and senior leadership to develop annual sales strategies focused on growing and meeting key objectives within the channel.
• Prepare and deliver compelling sales presentations, proposals, and RFP responses. 
• Collaborate with the investment, marketing, and product development teams to ensure alignment of sales strategies with overall business goals. 
• Monitor industry trends, competitor activities, and regulatory changes to inform strategy and maintain a competitive edge. 
• Represent the firm at industry conferences, events, and meetings to enhance brand visibility and network with key intermediaries and potential clients. 
• Track and report on sales performance metrics, providing regular updates to the Head of Institutional & Strategic Initiatives and senior management.
• Perform other job duties assigned as necessary. 

• Bachelor’s degree: MBA, CFA or advanced degree preferred.
• 7+ years of experience in institutional sales within the asset management or financial services industry. 
• Proven track record of success in institutional sales, with a demonstrated ability to achieve sales targets and grow AUM. 
• Deep understanding of institutional investment products and services, as well as the unique needs and challenges of institutional investors. 
• Strong network of contacts within the institutional investment community.
• FINRA Series 7, 63/65 or 66 required.
• Excellent communication, presentation, and negotiation skills. 
• Demonstrated ability to think strategically and execute tactically. 
• Strong analytical and problem-solving skills.
• High level of integrity, professionalism, and commitment to client service.

 Job Benefits 

• Medical, dental, and vision coverage.
• Employer 401(k) safe harbor and profit-sharing contributions.
• Work/life programs such as flexible work arrangements, flexible paid time off, paid parental leave, employee assistance plan, commuter benefits, student loan repayment program, education reimbursement program.
• Community involvement opportunities.
• Onsite cafeteria.
• Onsite fitness center.
• Referral program.

Santa Fe is the capital of New Mexico. Founded in 1610 and nicknamed "The City Different," Santa Fe captures hearts and minds with its museums, restaurants, theater, opera, and adobe-style architecture. With an average of over 300 sunny days per year and picturesque landscape, it's no wonder that outdoor activities such as skiing and hiking in "The Land of Enchantment" attract visitors from around the world.

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, national origin, disability, gender, gender identity or protected veteran status.