Senior Director, Institutional Buy Side Go-to-Market

About this role

FactSet creates flexible, open data and software solutions for over 200,000 investment professionals worldwide, providing instant access to financial data and analytics that investors use to make crucial decisions.  

At FactSet, our values are the foundation of everything we do. They express how we act and operate, serve as a compass in our decision-making, and play a big role in how we treat each other, our clients, and our communities. We believe that the best ideas can come from anyone, anywhere, at any time, and that curiosity is the key to anticipating our clients’ needs and exceeding their expectations.  

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,

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