Sr. Manager, Advised 401k Sales

About Betterment

Betterment is a leading, technology-driven financial services company that offers investing, savings and retirement solutions for retail investors and investment advisors as well as financial wellness solutions, including a 401(k) for small and medium-sized businesses. Our team is passionate about our mission, to empower people to build wealth with confidence and ease.  We’re headquartered in NYC and offer hybrid NY-based positions (four days/ week in-office, with no required office days during the summer and winter holidays).

About the Role

• We're looking for an experienced sales manager to lead our Advised channel team, which sells Betterment at Work's 401(k) offering through financial advisors
• This role owns the team's pipeline quality, forecast accuracy, and rep development, and reports into the Head of Sales.
• You'll manage a team of Account Executives and work closely with a Team Lead already in place, taking on quota accountability, coaching, and channel strategy for a business going through real growth and structural change.
• You'll partner with Business Development to build out playbooks, processes, and feedback loops for how large advisor partnerships get established, activated, and grown, shaping how the two teams work together as that motion scales.
• This is a high-visibility role. The Advised channel is central to Betterment at Work's competitive position in the market, and you'll have direct input into pricing, product priorities, and partner strategy.

This role is based out of our NYC office. Actual salaries may vary depending on factors including but not limited to location, experience, and performance. The range listed below is just one component of Betterment’s total compensation package for employees. 

Target OTE between $240,000 - $280,000 

A Day in the Life:

• Run pipeline reviews with AEs, holding deals to qualification standards
• Coach reps on how to work through financial advisors and RIAs, including how to build advisor trust and navigate multi-stakeholder sales cycles
• Manage target account list (TAL) coverage across the team, prioritizing high-value advisors and firms and holding reps accountable to activity standards
• Join advisor calls to coach live on positioning, pricing conversations, and objection handling
• Own forecast accuracy for the channel, rolling up individual rep calls into a number leadership can rely on
• Review win/loss data and deal velocity to find where the team is losing deals or losing time, and adjust coaching or process accordingly
• Run QBRs with the team, using performance data to set priorities for the next quarter
• Manage rep development day to day, from ramping new hires to addressing underperformance directly and early
• Work with Business Development to define and refine the playbook for large advisor partnerships: what qualifies a firm, how it gets activated, and what good coverage looks like once it's live
• Build feedback loops between your team and Business Development so learnings from the field (what's working with advisors, where deals stall, what firms are asking for) shape how BD sources and prioritizes future partnerships
• Review process gaps with Business Development as the large advisor partnership motion matures, adjusting ownership, handoffs, and definitions as needed rather than treating the current process as fixed
• Partner with the Head of Sales on channel strategy, comp structure, and product gaps that affect the Advised business

What We’re Looking For:

• 3+ years managing a quota-carrying B2B sales team, ideally in a channel or partner-driven model where deals move through a third party rather than direct
• Experience selling into or through financial advisors, RIAs, or broker-dealers strongly preferred
• A track record of improving win rates or pipeline quality through coaching and process, not just growing headcount
• Comfortable with data: can read a pipeline dashboard, knows what qualification criteria and forecast categories actually mean, and uses both to hold the team accountable
• Background in retirement, 401(k), fintech, or financial services preferred
• Direct communication style. Gives reps clear, honest feedback and holds them accountable without micromanaging
• Experience building or running sales playbooks, QBR structures, or account planning frameworks
• Has managed a team through market disruption (competitor M&A, new entrant, pricing shift) and adjusted strategy accordingly
• Experience building or refining cross-functional processes from scratch, not just operating inside an existing one
• Comfortable being a process owner on your side of a two-team motion, where playbooks and definitions will change as the partnership channel matures