Role Overview for Head of Institutional Sales with an Investment Firm – Miami, FL
JRG Partners is proud to partner with a premier, growth-oriented investment firm in their search for a dynamic and results-driven Head of Institutional Sales. Based in the vibrant financial hub of Miami, Florida, this executive-level position offers a unique opportunity to shape the future of the firm’s institutional business. The successful candidate will be a strategic leader, a master relationship builder, and a key driver of asset growth, responsible for developing and executing a comprehensive sales strategy targeting a diverse range of institutional investors.
This is more than a sales role; it is a leadership position critical to the firm’s long-term success. You will be at the forefront of the firm’s expansion, representing a sophisticated suite of investment strategies to pension funds, endowments, foundations, family offices, and consultants. As the Head of Institutional Sales, you will be tasked with not only meeting and exceeding ambitious assets under management (AUM) goals but also with building, mentoring, and leading a high-performance sales team.
The ideal candidate will possess a deep understanding of the institutional landscape, an extensive network of contacts, and a proven track record of raising significant capital. You will serve as a brand ambassador, embodying the firm’s commitment to investment excellence, client service, and integrity. This role requires a visionary leader who can navigate complex market dynamics, identify new opportunities, and foster a culture of success and collaboration within the sales organization and across the firm. Your strategic insights will be invaluable, providing crucial market feedback to portfolio management and product development teams, ensuring the firm’s offerings remain competitive and aligned with client needs.
Key Responsibilities of Head of Institutional Sales with an Investment Firm – Miami, FL
Strategic Leadership & Vision
Develop, articulate, and execute a comprehensive institutional sales strategy aligned with the firm’s overall business objectives. Identify key target markets, client segments, and geographic areas for growth.
Business Development & AUM Growth
Proactively identify, cultivate, and manage a robust pipeline of institutional prospects. Lead the entire sales cycle from initial contact and qualification to due diligence, final presentations, and closing, with the primary goal of driving substantial AUM growth.
Team Management & Mentorship
Recruit, train, and lead a world-class institutional sales team. Set clear performance goals, provide ongoing coaching and professional development, and foster a collaborative, high-energy, and results-oriented culture.
Relationship Management
Build and maintain deep, long-term relationships with key institutional investors, consultants, and other centers of influence. Serve as the primary senior contact for top-tier clients, ensuring the highest level of service and satisfaction.
Market Intelligence & Strategy
Maintain an expert-level understanding of the competitive landscape, market trends, and investor sentiment. Provide actionable feedback to the investment and product teams to guide the development of new strategies and the refinement of existing ones.
Brand Ambassadorship
Represent the firm with professionalism and integrity at industry conferences, events, and client meetings. Effectively articulate the firm’s investment philosophy, process, and the unique value proposition of its strategies.
Sales Process & Infrastructure
Oversee and refine the sales process, including the management of CRM systems, reporting, and analytics. Ensure all sales activities are documented accurately and provide regular, insightful reports to senior management on pipeline, activities, and results.
Collaboration
Work closely and collaboratively with internal teams, including Portfolio Management, Marketing, Legal, and Compliance, to ensure a seamless and integrated approach to client acquisition and service. Partner with marketing to develop compelling sales collateral, presentations, and RFP responses.
Compliance & Risk Management
Ensure all sales and marketing activities are conducted in strict compliance with industry regulations and firm policies. Uphold the highest ethical standards in all interactions.
Requirements for the Head of Institutional Sales with an Investment Firm – Miami, FL
Experience
A minimum of 15+ years of progressive experience in institutional sales within the asset management industry, with at least 5 years in a senior leadership capacity.
Proven Track Record
Demonstrable success in raising significant assets from a diverse range of institutional clients, including public and corporate pension plans, endowments, foundations, and sovereign wealth funds. A consistent history of meeting and exceeding sales targets is essential.
Extensive Network
A deep, established, and portable network of relationships with institutional investors and investment consultants across the United States.
Investment Acumen
A profound knowledge of various investment strategies, including traditional equities and fixed income, as well as alternative investments. Must have a deep understanding of global financial markets and be able to engage in sophisticated discussions with investment professionals.
Leadership Skills
Exceptional leadership and team-building skills with proven experience in recruiting, managing, and motivating a sales team to achieve peak performance.
Educational Background
Bachelor’s degree in Finance, Economics, Business, or a related field is required. An MBA and/or the Chartered Financial Analyst (CFA) designation is highly preferred.
Licensing
FINRA Series 7 and 63 licenses are required.
Communication Skills
Outstanding verbal and written communication skills, with the ability to craft and deliver compelling, persuasive presentations to sophisticated audiences.
Strategic Mindset
Strong strategic thinking, analytical, and problem-solving skills. The ability to see the bigger picture and translate it into an actionable sales plan.
Personal Attributes
A self-starter with a strong work ethic, high energy, and an entrepreneurial spirit. Must be highly organized, detail-oriented, and possess unquestionable integrity.
Travel
Willingness and ability to travel extensively as required to meet with clients, prospects, and attend industry events.
Benefits & Perks Offered
Our client is committed to attracting and retaining top talent and offers a highly competitive compensation and benefits package, including:
- A highly competitive base salary and a lucrative, performance-driven bonus structure directly tied to AUM growth.
- Comprehensive benefits package including premium medical, dental, and vision coverage for you and your dependents.
- Generous 401(k) plan with a significant company match to help you plan for your future.
- A substantial paid time off (PTO) policy, including vacation, sick days, and company holidays.
- Support for professional development, including continuing education, industry certifications (CFA), and conference attendance.
- Potential for equity participation for exceptional performers.
- Relocation assistance for qualified candidates moving to the Miami area.
- A modern, collaborative, and dynamic work environment in one of the world’s most exciting and rapidly growing financial centers.
How to Apply
This is a retained search conducted exclusively by JRG Partners. To be considered for this career-defining opportunity, please submit your resume and a cover letter detailing your qualifications and your track record of success in institutional asset raising. We are looking for leaders who are ready to make a significant impact. If you are a strategic sales professional with the drive and experience to lead a successful institutional sales effort, we encourage you to apply.
For more information on our expertise in this area, please visit our Financial Services executive search practice area. JRG Partners and our client are Equal Opportunity Employers. We celebrate diversity and are committed to creating an inclusive environment for all employees.
