Sales

People who work in sales provide customers with access to investment products and services. They build and maintain relationships by understanding individual financial needs, goals and risk tolerance and recommend investment solutions that are in the customer's best interest.

Some examples of job titles in this category include: Financial consultant, financial advisor, investment consultant, investment advisor, investment specialist, institutional sales

Individuals who are in interested in a career in sales will need to take the Securities Industry Essentials (SIE) Exam and at least one of the following qualification exams depending on their area of interest:

• Series 6 – Investment Company and Variable Contracts Products Representative Exam
• Series 7 – General Securities Representative Exam
• Series 22 – Direct Participation Programs Representative Exam
• Series 82 – Private Securities Offerings Representative Exam

Relationship Management

Like sales representatives, relationship managers also work closely with customers, but relationship managers focus more on developing and nurturing long-term relationships by educating and advising customers about financial concepts and investment solutions and attempting to ensure their satisfaction with the firm.

Some examples of job titles in this category include: Account manager, client services associate, investor relations manager, relationship manager, financial planner, planning consultant

Aspiring relationship managers will need to take the Securities Industry Essentials (SIE) Exam and at least one of the following qualification exams depending on their area of interest:

• Series 6 – Investment Company and Variable Contracts Products Representative Exam
• Series 7 – General Securities Representative Exam
• Series 22 – Direct Participation Programs Representative Exam
• Series 82 – Private Securities Offerings Representative Exam

People who work in trading roles primarily manage and submit customer orders for execution, use knowledge to generate profits for the firm or minimize transaction costs for customers, and might even help provide market liquidity as market makers.

Some examples of job titles in this category include: Equity trader, fixed income trader, options trader, proprietary trader, quantitative analyst, market maker

Those interested in a career in trading will need to take the Securities Industry Essentials (SIE) Exam and the Series 57 – Securities Trader Representative Exam.

Investment bankers conduct market analysis, risk assessment and strategic planning to help clients make informed investment decisions, including on raising capital through initial public offerings (IPOs) and private placements. They also facilitate mergers and acquisitions (M&A) and might advise on or facilitate debt or equity securities offerings through a private placement or a public offering.

Some examples of job titles in this category include: Investment banker, M&A advisor, capital markets professional, financial analyst, equity research associate, wealth advisor.

Individuals seeking a career in investment banking will need to take the Securities Industry Essentials (SIE) Exam and the Series 79 – Investment Banking Representative Exam.

People who work in research analyze companies, economic sectors, markets, trends, and data and produce reports and recommendations to help their firms and clients make informed investment decisions. They also prepare written or electronic communications that analyze equity securities, companies and industry sectors.

Some examples of job titles in this category include: Research analyst, sector analyst, investment strategist, investment analyst, securities analyst, market analyst

People seeking careers in research will need to take the Securities Industry Essentials (SIE) Exam and the Series 86 and Series 87 – Research Analyst Exams.

People who work in operations ensure accurate processing, settling, and recording of financial transactions for regulatory reporting and recordkeeping. They can serve as a link between the front and back offices to ensure that transactions meet business and regulatory requirements. Finally, they leverage technology and data analytics to improve efficiency, reduce operational risk and adapt to evolving regulatory requirements.

Some examples of job titles in this category include: Operations associate, operations specialist, trade settlement/support analyst, regulatory operations analyst, process improvement analyst, account transfers specialist, new accounts representative, cashiering associate, margin representative/analyst

Those seeking careers in operations will need to take the Securities Industry Essentials (SIE) Exam and the Series 99 – Operations Professional Exam.

Compliance

People who work in compliance provide advice and guidance to FINRA member firms regarding adherence to FINRA, state and SEC regulations; foster a culture of compliance to protect firms from regulatory violations; and identify and mitigate compliance risks through regular monitoring and testing.

Some examples of job titles in this category include: Compliance testing, risk management, regulatory reporting, compliance monitoring, compliance surveillance, compliance reporting, compliance examiner, investment oversight analyst

Supervision

People who work in supervision oversee and manage the securities business activities of a FINRA member firm, supervise registered representatives, and perform the day-to-day supervision of investment banking, securities trading, and sales activities within a member firm.

Some examples of job titles in this category include: Branch manager, sales manager, operations manager, trading supervisor, supervisory principal, supervisory analyst

There are different types of principal exams that an individual might take depending on how their career develops and what their firm needs. To learn more about the principal-level exams, check out FINRA's Qualification Exams homepage.