• Oversee lead qualification-to-close processes from direct and affiliate marketing channels. • Manage and grow the Client Development team, including business development reps (“specialists”) qualifying both inbound- and outbound-driven leads and inside sellers (“Associate VPs”) quarterbacking close. • Partner with the Wealth Advisory team, which will service the accounts post-close, to execute winning sales motions and introduce prospects to advisors at the right moment in the ‘purchase’ journey. • Partner with the Marketing team to identify priority audiences and hone Focus’ messaging to prospective clients; develop playbooks and scripts to standardize winning messaging across the Client Development team. • Develop and execute new multi-touch, multi-channel outreach programs to connect with and qualify marketing-driven leads. • Maintain and review performance dashboards with the Client Development team, driving consistent, data-driven pipeline management. • Implement and oversee use of CRM and sales automation tools (Salesforce, HubSpot, Gong, Outreach, etc.) to track and optimize sales productivity. • Collaborate with the Chief Growth Officer and senior leadership to set sales targets and optimize spending as well as lead generation strategies by channel (e.g., digital marketing, SmartAsset, events, etc.) • Implement career development paths for the Client Development team. • Champion a culture of continuous improvement—testing new outreach methods, leveraging data insights, and sharing best practices across teams.