Head of Sales EMEA, Charles River Development, Managing Director

Who We Are

Charles River Development (CRD), a State Street company, is a leading provider of investment management software and services to the global financial industry. The Charles River Investment Management Solution (Charles River IMS) helps institutional investors streamline front‑ and middle‑office operations across the investment lifecycle — from portfolio construction and order management to compliance monitoring and reporting. CRD serves more than 600 clients worldwide, including asset managers, wealth managers, insurance companies, pension funds, sovereign wealth funds, and alternative asset managers. Our solutions are delivered through a cloud‑native SaaS platform and as part of State Street Alpha — a front‑to‑back‑to‑custody operating model designed to help institutions manage their investment operations more effectively. Headquartered in Burlington, Massachusetts, with offices across North America, Europe, and Asia‑Pacific, CRD is driving change in how the investment management industry operates, with greater use of data, AI, and support for a broader range of asset classes.

Why This Role Is Important to Us

The Head of Sales, EMEA is a strategic commercial leadership role responsible for expanding CRD’s presence in the region, deepening senior client relationships, and driving sustained commercial growth in a competitive and evolving market. As investment managers continue to consolidate technology platforms and modernize operating models, State Street Alpha and the broader CRD solution set are well positioned to meet those needs. This executive will build and lead a high‑performing regional sales organization, deliver against ambitious growth objectives, and serve as a senior sponsor for a number of the firm’s most strategic client and prospect relationships.

What You Will Be Responsible For

• Commercial Performance & Revenue Leadership – Own and deliver annual bookings and revenue objectives across the EMEA region, including new business acquisition, client expansion, and pipeline growth.
• Sales Organization Leadership & Talent Development – Lead, coach, and develop a high‑performing team of regional sales leaders, enterprise account executives, and business development professionals across EMEA.
• Go‑to‑Market Strategy & Market Expansion – Shape and execute the regional go‑to‑market strategy across CRD’s core client segments, including institutional asset managers, wealth managers, asset owners, insurers, private‑markets GPs, hedge funds, and alternative asset managers within the EMEA region.
• Executive Client Engagement & Strategic Pursuits – Serve as the senior executive relationship owner for CRD’s most complex and strategically important client and prospect engagements across EMEA; represent CRD externally at select industry forums and conferences as a senior voice on market trends and industry change.
• Cross‑Functional Alignment & Commercial Enablement – Partner closely with leaders across Product Management, Marketing, Client Management, Professional Services, and the Alpha Platform team to align commercial priorities with product direction, client needs, and delivery readiness that directly applies to the unique challenges and requirements for this region.
• Champion the adoption of AI‑enabled selling – Support the use of tools, digital engagement capabilities, and data‑driven sales practices as part of how the regional team operates.
• Operational Excellence & Sales Discipline – Establish and reinforce a consistent sales process including structured discovery, solution qualification, executive engagement, forecasting discipline, and deal governance.

What We Value

• Executive presence and credibility – A leader who can engage confidently at the most senior levels, both internally and with clients.
• Deep industry knowledge and consultative instincts – A leader who understands the investment management landscape and can engage clients as a trusted advisor.
• Operational discipline and data literacy – Someone who makes decisions grounded in pipeline data, market analysis, and commercial metrics.
• Advocate and champion for diverse requirements and regional nuances – A leader who supports diverse needs and regional differences.
• Collaborative style – The ability to work effectively across teams, align stakeholders, and drive shared outcomes.
• Innovation orientation – Openness to AI‑enabled tools, digital‑first selling approaches, and evolving buyer engagement practices.

Education & Preferred Qualifications

• Bachelor’s degree required; advanced degree (MBA or equivalent) strongly preferred.
• 10 or more years of enterprise sales experience in financial services technology, investment management technology, or fintech, with a demonstrable track record of meeting or exceeding commercial targets.
• 5 or more years of senior sales leadership and people management experience, including management of managers and distributed regional teams.
• Deep familiarity with the institutional investment management landscape — including asset managers, wealth managers, insurance companies, pension funds, hedge funds, and alternatives managers — and a command of the key commercial, operational, and regulatory priorities facing these institutions.
• Demonstrated experience managing complex, long‑cycle enterprise sales processes involving multiple executive stakeholders, procurement governance, and competitive displacement.
• Experience with investment management software platforms is highly preferred.
• Strong commercial acumen including experience with forecasting, pipeline analytics, CRM platforms (Salesforce preferred), and revenue operations frameworks.

Additional Requirements

• Willingness to travel across the EMEA region and internationally as required.
• Ability to speak multiple languages not required but an added benefit.
• Exceptional executive communication and presentation skills.
• Familiarity with AI and digital selling tools, and a commitment to continuously evolving how the sales organization operates in a technology‑enabled environment.

About State Street

Across the globe, institutional investors rely on State Street to help them manage risk, respond to challenges, and drive performance and profitability. The company values employees, fosters an inclusive culture, and offers development opportunities, flexible work‑life support, and volunteer days.

As an Equal Opportunity Employer, we consider all qualified applicants for all positions without regard to race, creed, color, religion, national origin, ancestry, ethnicity, age, disability, genetic information, sex, sexual orientation, gender identity or expression, citizenship, marital status, domestic partnership or civil union status, familial status, military and veteran status, and other characteristics protected by applicable law.

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