Head of Sales EMEA, Charles River Development, Managing Director in London

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.

As part of State Street Corporation, 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.

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.

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.
• 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.
• 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.
• A 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 the evolving ways buyers engage with enterprise software vendors.

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.
• Demonstrated experience managing complex, long-cycle enterprise sales processes involving multiple executive stakeholders.
• 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.
• 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.

We are committed to fostering an environment where every employee feels valued and empowered to reach their full potential.