Director, Institutional Sales - Defined Benefit / Defined Contribution Plans

About this role

BlackRock Overview

BlackRock is a global leader in investment management, risk management and advisory services for institutional and retail clients. As of June 30, 2026, BlackRock’s AUM was $15+ trillion. BlackRock helps clients around the world meet their goals and overcome challenges with a range of products that include separate accounts, mutual funds, iShares® (exchange-traded funds), and other pooled investment vehicles across public and private markets. BlackRock also offers risk management, advisory and enterprise investment system services to a broad base of institutional investors through BlackRock Solutions®. As of March 2026, the firm had approximately 24,000 employees in more than 40 locations and a major presence in global markets, including North and South America, Europe, Asia, Australia and the Middle East and Africa. For additional information, please visit the Company’s website at www.blackrock.com | Blog: www.blackrockblog.com | LinkedIn: www.linkedin.com/company/blackrock

Business Unit Overview

The Americas Institutional Businesses (AIB) is responsible for developing and maintaining relationships with sophisticated institutional investors. Across the US, Canada and LatAm, AIB is focused on helping defined contribution plans, pensions, universities, non-profits, family offices, healthcare systems and other institutional investors meet their financial goals and serve their constituents and communities. We are comprised of teams of professionals with expertise spanning many functions working together to meet the unique needs of our clients including relationship management, marketing, sales, client service, and product development and management. Professionals within AIB work together to deliver a full range of asset management, risk management and advisory services supporting our clients’ investment objectives.

The Institutional Defined Contribution business within AIB is on the frontlines of America’s retirement crisis, leveraging our unique capabilities to make it easier for people to save through their employers’ workplace savings plan. We’re a tight-knit group of BlackRock employees who believe that everyone should be able to retire with dignity. We do this by leveraging the depth and breadth of BlackRock to deliver investment solutions that are simple, convenient, and cost-efficient that make it easier for more people to save and generate wealth. As the industry’s #1 Defined Contribution (DCIO) provider and the inventor of the target date fund, BlackRock leads the industry. We’re constantly raising the bar to drive better outcomes for our clients and paving the way for the next generation of retirement solutions.

Job Description

BlackRock is seeking an experienced institutional sales and relationship professional to drive the growth of our retirement business across Defined Benefit (DB) and Defined Contribution (DC) clients. The role is responsible for developing and executing business development strategies, generating new investment opportunities, and deepening relationships with pension sponsors and other institutional retirement clients.

The Relationship Manager will serve as a senior commercial lead and trusted advisor to assigned clients and prospects, developing a holistic understanding of their investment objectives, organizational priorities, funding considerations, and retirement plan needs. The individual will be responsible for identifying and pursuing opportunities across the breadth of BlackRock's investment, retirement, risk management, and advisory platform while coordinating resources across the firm to deliver meaningful client outcomes and commercial results.

This position offers the opportunity to join a highly collaborative team and play a significant role in the continued growth of BlackRock's institutional retirement business. Based in San Francisco, the role covers institutional retirement clients and prospects across the Western U.S. and Texas and requires frequent travel to support relationship development, business development, and client engagement efforts.

Key Responsibilities

• Develop and execute sales and business development strategies across assigned DB and DC clients and prospects, with accountability for generating new opportunities, raising assets, and delivering against revenue objectives.
• Identify, originate, and advance investment opportunities by connecting client priorities with BlackRock's investment, retirement, risk management, and advisory capabilities.
• Cultivate senior-level relationships with key decision-makers and influencers, serving as a trusted advisor while positioning BlackRock as a strategic long-term partner.
• Develop a comprehensive understanding of clients' retirement programs, including investment objectives, governance structures, funding considerations, and participant needs.
• Maintain deep knowledge of BlackRock's platform, including traditional and alternative investments, retirement solutions, index strategies, active management, and advisory capabilities.
• Articulate BlackRock's competitive advantages, market perspectives, and retirement expertise through effective client engagement, presentations, and industry participation.
• Partner closely with investment teams, product groups, consultants, and client service teams to deliver coordinated coverage and execute growth opportunities.
• Lead and develop junior team members while maintaining accurate management of client activity, pipeline opportunities, and sales reporting.

Qualifications

• 10+ years of institutional sales, business development, relationship management and/or fundraising experience, preferably serving pension, retirement, or institutional investment clients.
• Demonstrated track record of originating opportunities, raising institutional assets, and achieving commercial objectives with sophisticated institutional investors.
• Strong understanding of the retirement landscape, including DB and DC investment structures, governance frameworks, funding considerations, and participant outcomes.
• Deep investment knowledge across traditional and alternative asset classes, retirement solutions, and institutional investment strategies.
• Strong communication and presentation skills, with the ability to build credibility with senior decision-makers, consultants, and other stakeholders.
• Undergraduate degree required; CFA Charter, MBA, or other relevant advanced designation preferred. Holds, or is willing to obtain, applicable Series 7, Series 63, and other required licenses.

Competencies

The ideal candidate will possess the following skills and traits:

• Highly commercial, results-oriented mindset with a passion for business development, client engagement, and revenue generation.
• Ability to identify, prioritize, and execute on opportunities with the greatest client and commercial impact.
• Strong intellectual curiosity and judgment, with the ability to navigate complex investment and retirement-related discussions.
• Exceptional relationship-building and influencing skills with sophisticated institutional stakeholders.
• Collaborative approach and ability to mobilize resources across a matrixed organization to deliver for clients.
• Strong leadership presence, organizational skills, professionalism, and commitment to high-quality client outcomes.


For San Francisco, CA Only the salary range for this position is USD$200,000.00 - USD$270,000.00 . Additionally, employees are eligible for an annual discretionary bonus, and benefits including healthcare, leave benefits, and retirement benefits. BlackRock operates a pay-for-performance compensation philosophy and your total compensation may vary based on role, location, and firm, department and individual performance.


Our benefits

To help you stay energized, engaged and inspired, we offer a wide range of benefits including a strong retirement plan, tuition reimbursement, comprehensive healthcare, support for working parents and Flexible Time Off (FTO) so you can relax, recharge and be there for the people you care about.

Our hybrid work model

BlackRock’s hybrid work model is designed to enable a culture of collaboration and apprenticeship that enriches the experience of our employees, while supporting flexibility for all. Employees are currently required to work at least 4 days in the office per week, with the flexibility to work from home 1 day a week. Some business groups may require more time in the office due to their roles and responsibilities. We remain focused on increasing the impactful moments that arise when we work together in person – aligned with our commitment to performance and innovation. As a new joiner, you can count on this hybrid model to accelerate your learning and onboarding experience here at BlackRock.

Guidance on AI use for candidates

At BlackRock, AI has long been part of how we work – enhancing decision-making, improving operations, and helping us deliver better outcomes for clients. We encourage candidates to use AI thoughtfully to learn, prepare, and work more effectively; but during our interview process, we want to focus on getting to know you through your own experiences, thinking, and judgment. To support you, we’ve provided guidance on when and how to use AI during our hiring process so you can approach each step with confidence and showcase your best self.

About BlackRock

At BlackRock, we are all connected by one mission: to help more and more people experience financial well-being. Our clients, and the people they serve, are saving for retirement, paying for their children’s educations, buying homes and starting businesses. Their investments also help to strengthen the global economy: support businesses small and large; finance infrastructure projects that connect and power cities; and facilitate innovations that drive progress.

This mission would not be possible without our smartest investment – the one we make in our employees. It’s why we’re dedicated to creating an environment where our colleagues feel welcomed, valued and supported with networks, benefits and development opportunities to help them thrive.

To learn more about BlackRock, please visit Careers.BlackRock.com. We also encourage you to get to know us on LinkedIn, Instagram, YouTube, X, and TikTok.

BlackRock is proud to be an equal opportunity workplace. We are committed to equal employment opportunity to all applicants and existing employees, and we evaluate qualified applicants without regard to race, creed, color, national origin, sex (including pregnancy and gender identity/expression), sexual orientation, age, ancestry, physical or mental disability, marital status, political affiliation, religion, citizenship status, genetic information, veteran status, or any other basis protected under applicable federal, state, or local law. View the EEOC’s Know Your Rights poster and its supplement and the pay transparency statement.

BlackRock is committed to full inclusion of all qualified individuals and to providing reasonable accommodations or job modifications for individuals with disabilities. If reasonable accommodation/adjustments are needed throughout the employment process, please email Disability.Assistance@blackrock.com. All requests are treated in line with our privacy policy.

We recruit, hire, train, promote, pay, and administer all personnel actions without regard to race, color, religion, sex (including pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), sex stereotyping (including assumptions about a person’s appearance or behavior, gender roles, gender expression, or gender identity), gender, gender identity, gender expression, national origin, age, mental or physical disability, ancestry, medical condition, marital status, military or veteran status, citizenship status, sexual orientation, genetic information, or any other status protected by applicable law. We interpret these protected statuses broadly to include both the actual status and also any perceptions and assumptions made regarding these statuses.BlackRock will consider for employment qualified applicants with arrest or conviction records in a manner consistent with the requirements of the law, including any applicable fair chance law.