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Head of Relationship Management


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Flourish was founded in 2017 with the goal of helping financial advisors to better secure the financial futures of their clients. We focus on independent Registered Investment Advisers (RIAs), delivering financial products that advisors can't easily access today through beautiful, scalable, and easy-to-use technology.

Today, we work with over 400 RIAs that collectively represent more than $1 trillion in assets under management across two products: Flourish Cash,1 a cash management solution with more than $1B in deposits, and Flourish Crypto,2 a turnkey cryptocurrency offering built for financial advisors and their clients. In February of 2021, we joined MassMutual3 to continue our journey in partnering with the independent RIA community to help more people reach their financial goals.

Read on if you are interested in joining a small, highly collaborative, rapidly growing startup—backed by the support and stability of a Fortune 500 company.

About You

You are an experienced leader in client-facing organizations, excited to build out a new relationship management organization from the ground up. In this role you'll be personally delivering an exceptional client experience as well as implementing infrastructure and scaling a team. You are business minded, thoughtful about how relationship management can be used to strategically drive growth and improve business outcomes. You are an operationally-minded problem solver who thinks strategically about client success: you are always eager to hop on calls with clients, and then look to implement repeatable learnings across other clients. You enjoy working cross-functionally within organizations, synthesizing information and proposing solutions across distinct teams to improve client outcomes. You are data-driven and are excited by aligning your efforts to improve core business metrics. You are an excellent communicator, whether over the phone or in writing, and you are extremely organized, conscientious and detail oriented.

You are excited to join a fast-paced fintech startup. You are extremely self-motivated, and excited by the prospect of building out a Relationship Management organization, from directly working with clients yourself to scaling a team. You have experience working closely with clients, sales teams, marketing organizations, data and product teams, thinking cross-functionally about driving client success.

About The Role

Flourish works with hundreds of RIAs, yet we have never had a team dedicated to helping these clients succeed post-sale. As Flourish's Head of Relationship Management, you will be responsible for establishing an entirely new function dedicated to client success.

You will personally work with a set of RIAs, ranging from existing strategic accounts to new firms. Leveraging learnings from that work, you will refine our onboarding processes, help implement a segmentation strategy and relationship management playbook, develop repeatable processes for driving adoption of Flourish's products, serve as the voice of the client internally, help manage product rollouts and client communications, and more. Starting with a small team, you will build and scale the relationship management organization.

Principal Responsibilities

  • Personally serve a book of strategic accounts and newly onboarded firms, including managing onboarding and implementation, integrations, documentation, phone and email based communications, and regular check-ins/updates/QBRs. You will build our relationship management organization leveraging learnings from your personal book of clients.
  • Refine our client segmentation strategy, defining the relationship management playbook for each segment
  • Look for expansion opportunities within the client base, from increased usage of current products to cross-sell opportunities
  • Define metrics and targets for success of the relationship management organization
  • Hire, train and manage a team of relationship managers, beginning with a single headcount and expanding over time based on the success of our relationship management initiatives
  • Closely partner with our Sales team, working strategically to drive client growth
  • Partner with the Marketing team on client email communication strategies, training webinars, collateral and more
  • Partner with the Product and Design organization on collecting and sharing client feedback, providing feedback on new products and features, and assisting in rollout of new features to existing clients
  • Partner with the Data team to define key metrics, analytics and reporting needed to measure and drive Activation success
  • Manage product roll-out and client communications, partnering cross-functionality with sales, marketing, and product to create and implement a framework for successful product launches

  • Bachelor's degree
  • 7+ years of related client-facing experience across functions such as relationship management, client success/support, technical account management, sales/sales support, or similar
  • Experience in people management and team leadership
  • Background in financial services generally, and financial technology or financial innovation more specifically. Experience working within wealth management is highly preferred.
  • Ability to sift "signal from noise," applying analytical skills to identify client challenges and scalable solutions
  • Experience with project management and general operational rigor
  • Either have a Series 7 or are willing to obtain a Series 7 within the first 60 days of joining
  • Experience working as part of a fast-moving team with minimal guidance
  • Strong organizational skills
  • Highly comfortable with technology and data, both personally and professionally
  • Excellent written and verbal communications, both internally and externally, and comfortable delivering presentations to small-to-midsize groups
  • Strong problem solver and creative thinker


All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

1 A Flourish Cash account is a brokerage account offered by Flourish Financial LLC. Flourish Financial LLC is not a bank. The cash balance in a Flourish Cash account will be swept from the brokerage account to deposit account(s) at one or more third-party banks that have agreed to accept deposits from customers of Flourish Financial LLC (Program Banks). The accounts at Program Banks will pay a variable rate of interest. If you were introduced or invited to Flourish Cash by a third-party investment adviser or other third party, whose name or logo may be shown above, please be aware that, unless otherwise disclosed to you, they are not affiliated with Flourish Financial LLC and will not provide any advisory or brokerage services for your Flourish Cash account or have the authority to provide instructions on your account.

2 Flourish Crypto is a cryptocurrency investment account through which investors can trade cryptocurrencies and maintain custody of cryptocurrencies and U.S. dollars. Custody of Flourish Crypto accounts, including all assets in the accounts, and cryptocurrency trading services are provided by Paxos Trust Company, LLC (Paxos) in accordance with the Paxos Terms. Paxos is a New York limited purpose trust company regulated by the New York Department of Financial Services. Website and other technology services and support for Flourish Crypto accounts are provided by Flourish Digital Assets LLC (Flourish Digital Assets) in accordance with the Flourish Crypto Terms. Flourish Digital Assets is registered in New York as a commodity broker-dealer. Investment options in Flourish Crypto accounts are currently limited to bitcoin. Cryptocurrencies held in Flourish Crypto accounts are not currently eligible for in-kind transfer to other custodians or cryptocurrency wallets. If a Flourish Crypto account is closed, the customer's cryptocurrency positions will be liquidated and the customer will receive the U.S. dollar proceeds. Investing in cryptocurrencies involves a high degree of risk, as further described in the risk disclosures section of the Paxos Terms and the Flourish Crypto Terms. Flourish Crypto accounts are separate from Flourish Cash accounts and assets in Flourish Crypto accounts are not eligible for protection by the Securities Investor Protection Corporation (SIPC).

3 The Flourish business is owned by Massachusetts Mutual Life Insurance Company ("MassMutual"). Flourish Financial LLC and Flourish Digital Assets LLC are indirect, wholly-owned subsidiaries of MassMutual.