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The Senior Director, Institutional Buyside Go-To-Market owns the multi-year ASV growth strategy and commercial execution for FactSet Institutional Buyside clients. This leader is accountable for the segment’s ASV growth trajectory without carrying the sales quota or owning the product roadmap. The role is responsible for translating FactSet's product and AI capabilities into a compelling Institutional Buyside value proposition, commercial strategy, market narrative, and GTM playbooks, while ensuring that client and field intelligence is consistently channeled back into product and strategy decisions. As a global role, the leader will adapt strategy, messaging, and execution playbooks to reflect the distinct needs and dynamics of institutional markets across regions.
Reporting directly to the Senior Director, Go-To-Market, this leader will head the Institutional Buyside GTM Pod, overseeing a team of GTM Directors and partnering with dedicated Product Marketing and Programs, Sales Enablement, and Pricing leaders to drive execution against the Institutional Buyside strategy. This is an accountable growth leadership role with responsibility for the segment’s ASV performance and long-term growth trajectory. Success is measured by the strength and effectiveness of the go-to-market model the leader designs, aligns, and executes, and by the business outcomes it delivers for the segment, rather than by individual revenue attainment.
Key Responsibilities
Institutional Buyside Growth Strategy & Value Proposition
- Own the multi-year Institutional Buyside ASV growth strategy, driving the cross-functional alignment required to accelerate ASV growth through client value creation.
- Own Institutional Buyside positioning, client targeting, personas, and commercial direction. Identify the primary drivers of growth across expansion, new client acquisition, AI adoption, and cross-sell, and establish the commercial priorities required to achieve measurable ASV outcomes. Direct Product Marketing & Programs and Sales Enablement partners in developing the value proposition and narrative that brings this positioning to market.
- Lead the commercialization of new products and innovations within Institutional Buyside, aligning Product, Pricing, Product Marketing & Programs, and Sales Enablement teams on positioning, target accounts, launch readiness, and adoption strategies, while influencing roadmap and launch sequencing to maximize market impact.
- Define and execute the GTM strategy for FactSet's AI solutions within Institutional Buyside, aligning Product, the AI Foundry, and GTM leadership to accelerate adoption, unlock new revenue opportunities, drive ASV growth, and strengthen FactSet’s position as a trusted AI partner to institutional clients.
- Serve as the voice of the Institutional Buyside client and market, translating commercial insights, client feedback, and competitive intelligence into recommendations that inform product strategy, pricing, packaging, and investment priorities.
- Develop a deep understanding of the distinct buying behaviors and needs across Institutional Buyside client personas, including asset managers, asset owners, sovereign wealth funds, pensions, and insurers, spanning both front-office (alpha) and middle-office (oversight) workflows, and translate those insights into differentiated go-to-market strategies that deliver measurable results.
- Shape the Institutional Buyside product roadmap by translating market signals, competitive dynamics, and client and field intelligence into clear, prioritized guidance for Product leadership, ensuring FactSet's institutional capabilities are built and sequenced against the highest-value commercial opportunities.
Market Intelligence & Strategic Insight
- Serve as FactSet's leading internal expert on the Institutional Buyside market, staying abreast of industry trends, tracking the shift from active to passive management, consolidation among asset managers, evolving asset owner governance and outsourcing models, and regulatory developments, partnering with the Customer & Competitive Insights function to synthesize this intelligence into regular strategic briefings for senior leadership.
- Identify emerging risks to FactSet’s Institutional Buyside business, assessing competitive, regulatory, or structural threats, and partnering with Sales and Product leadership to develop strategies that mitigate impact and protect market position.
Client Engagement & Executive Sponsorship
- Serve as FactSet’s senior executive representative to the Institutional Buyside industry, building trusted executive relationships with key clients and industry leaders while acting as a credible domain expert and strategic advisor on market trends, client priorities, and growth opportunities.
- Serve as executive sponsor for Institutional Buyside strategic accounts, leading executive QBRs and strategic dialogues with CIOs, Heads of Trading, COOs, investment committees, and other strategic leaders focused on multi-year ASV roadmaps, expansion, and innovation opportunities.
- Facilitate Institutional Buyside Client Advisory Board(s), ensuring client perspectives directly inform product roadmap strategy, investment priorities, and the Institutional Buyside growth agenda.
- Represent FactSet externally at key institutional-industry events, conferences, and forums to build market presence, elevate the firm's Institutional Buyside narrative, and gather competitive and client intelligence.
Pod Leadership & Execution
- Lead the Institutional Buyside GTM pod, aligning the GTM Directors with dedicated Product Marketing and Programs, Sales Enablement, and Pricing partners around a unified growth strategy, operating model, and execution plan for the Institutional Buyside segment.
- Build and develop a high-performing team of GTM leaders who drive execution across Institutional Buyside client personas and regions.
- Partner with GTM Directors to establish differentiated strategies across Institutional Buyside client personas and regions that align value propositions, growth priorities, target client strategies, and adoption approaches to drive consistent ASV growth.
- Own the Institutional Buyside ASV growth plan and outcomes, overseeing performance against ASV targets, identifying whitespace opportunities and emerging risks, and intervening decisively to keep results on track and deliver strategic objectives.
Sales Partnership & Coverage
- Engage directly in Institutional Buyside's most strategic opportunities, expansions, and at-risk accounts, partnering with Sales leadership to advance growth, strengthen client outcomes, and protect key revenue streams while preserving clear sales accountability.
- Partner with Sales leadership to optimize Institutional Buyside coverage, capacity, and execution, aligning sales resources and specialist expertise to the segment’s growth opportunities and ASV potential, and leading the operating cadence and business reviews that ensure delivery against growth objectives.
- Mobilize the Product Marketing & Programs and Sales Enablement partner to strengthen commercial effectiveness, ensuring Sales teams have the capabilities, training, certifications, tools, and AI-selling expertise required that translate into consistent execution and adoption-led growth.
Cross-Functional Orchestration
- Partner with Product leadership to align the Institutional Buyside roadmap with client and market needs, prioritize AI and strategic capability investments, and coordinate launch sequencing and readiness.
- Direct the Product Marketing & Programs, Sales Enablement, and Pricing partners to define Institutional Buyside positioning, packaging, pricing, and field readiness strategies that support client adoption, commercial effectiveness, and drive ASV growth. Engage with Legal and Compliance to ensure regulatory and contractual compliance.
- Coordinate with FactSet's Marketing team to ensure Institutional Buyside campaigns, demand generation, and external messaging launch from the same positioning and playbooks as field enablement, working from a single, aligned narrative.
- Collaborate with peer GTM Leaders across Wealth, Capital Markets, Hedge Funds, Corporates, Partnerships, Data and AI to coordinate multi-segment opportunities, share market intelligence, and deliver a unified client experience.
- Partner with the Institutional Buyside Specialty Sales team to leverage their deep institutional domain and product expertise, ensuring specialist resources are strategically leveraged to support client success, accelerate adoption, and drive ASV growth.
Team & Operating Model
The Institutional Buyside GTM pod operates as an integrated cross-functional team. GTM Directors report directly to the Senior Director, Institutional Buyside GTM, while dedicated Product Marketing and Programs, Sales Enablement, Customer and Competitive Intelligence, and Pricing partners are deployed into the pod from their respective functions, each retaining reporting and accountability to their home organizations. The Senior Director, Institutional Buyside GTM directs and aligns all pod resources against the Institutional Buyside strategy, operating priorities, and execution cadence, with end-to-end accountability for Institutional Buyside ASV growth and performance.
Qualifications
Required Experience
- 15+ years of leadership experience in commercial, general management, product, strategy, or go-to-market roles within financial services, financial technology, or the institutional buyside domain, including leadership in complex, matrixed organizations with revenue or ASV accountability.
Proven Track Record Of
- Defining and executing multi-year growth strategies that drive measurable revenue, ASV, market position, or client adoption outcomes.
- Leading the commercialization and adoption of new products, technologies, and AI-driven solutions.
- Aligning cross-functional teams to deliver measurable business outcomes in complex, matrixed environments.
- Deep experience with:
- Institutional buyside clients across asset managers, asset owners, sovereign wealth funds, pensions, and insurers, including an understanding of client needs, buying dynamics, and industry trends.
- Executive-level client engagement, strategic account sponsorship, and C-suite relationship management.
- Commercial strategy, including value proposition development, pricing, packaging, and adoption-led growth models.
Leadership Capabilities
- Strong commercial and strategic acumen with an ownership mindset and accountability for business outcomes.
- Executive presence with credibility across C-suite clients, industry, and senior internal stakeholders.
- Ability to influence and align stakeholders across Sales, Product, Marketing, Pricing, and other functions to drive results.
- Skilled at balancing long-term strategic thinking with disciplined execution and operational rigor.
- Recognized market leader and trusted advisor, capable of translating industry and client insights into growth opportunities and strategic decisions.
- Proven people leader with a track record of building, developing, and leading high-performing teams.
Preferred Experience
- Prior experience in go-to-market strategy, product strategy, market development, or segment leadership roles in addition to sales or coverage responsibilities.
- Commercial client-facing experience, such as Relationship Management, Consulting Services, Sales Leadership, or a comparable growth-oriented leadership role.
- Familiarity with data, analytics, index, trading, workflow, and AI solutions serving institutional clients; knowledge of front- and middle-office investment workflows is a plus.
- An established senior-level network across the institutional buyside ecosystem.
The budgeted salary range for this role in New York City and Connecticut is $240,000 - $275,000.
Salary is just one component of our compensation package and is based on several factors including but not limited to education, work experience, and certifications.
Company Overview
FactSet (NYSE:FDS | NASDAQ:FDS) helps the financial community to see more, think bigger, and work better. Our digital platform and enterprise solutions deliver financial data, analytics, and open technology to more than 8,200 global clients, including over 200,000 individual users. Clients across the buy-side and sell-side, as well as wealth managers, private equity firms, and corporations, achieve more every day with our comprehensive and connected content, flexible next-generation workflow solutions, and client-centric specialized support. As a member of the S&P 500, we are committed to sustainable growth and have been recognized among the Best Places to Work in 2023 by Glassdoor as a Glassdoor Employees’ Choice Award winner. Learn more at www.factset.com and follow us on X and LinkedIn.
At FactSet, we celebrate difference of thought, experience, and perspective. Qualified applicants will be considered for employment without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, disability, protected veteran status or other characteristics protected by law. FactSet participates in E-Verify
