Role Overview for Head of Institutional Sales with a Boutique Investment Firm – Dallas, TX
JRG Partners is proud to partner with a premier, rapidly growing boutique investment firm based in the vibrant financial hub of Dallas, Texas. Our client has carved a unique niche in the market by delivering exceptional, alpha-generating investment strategies and providing a level of client service that is second to none. With a culture rooted in intellectual curiosity, collaboration, and a commitment to excellence, they have built a formidable reputation and a strong AUM base. As they enter a pivotal phase of strategic expansion, they are seeking a dynamic and experienced Head of Institutional Sales to lead their capital-raising efforts and build a world-class sales function.
This is a rare and compelling opportunity for a proven sales leader to make a significant impact. The Head of Institutional Sales will be a key member of the firm’s senior leadership team, responsible for designing and executing a comprehensive institutional distribution strategy across North America. You will leverage your deep industry relationships and market expertise to drive asset growth across the firm’s suite of investment products. This role is not merely about selling; it’s about building a scalable, high-performing sales organization, mentoring a team, and acting as a strategic partner to the investment and executive teams. The ideal candidate is an entrepreneurial and results-oriented professional with a demonstrable track record of success in raising capital from sophisticated institutional investors, including public and corporate pension plans, endowments, foundations, family offices, and consultants. If you are a strategic thinker with a passion for investment management and the drive to build something truly exceptional, we invite you to explore this career-defining role.
Key Responsibilities of Head of Institutional Sales with a Boutique Investment Firm – Dallas, TX
The Head of Institutional Sales will have a broad and critical set of responsibilities, encompassing strategic leadership, direct sales execution, team management, and cross-functional collaboration. Success in this role will be measured by the ability to significantly grow the firm’s institutional assets under management and establish a robust, sustainable sales pipeline.
Strategic Planning & Execution
Develop, articulate, and implement a multi-year institutional sales and distribution strategy. This includes conducting thorough market analysis, identifying and prioritizing target client segments, setting ambitious yet achievable sales targets, and defining key performance indicators (KPIs) for the sales function. You will be responsible for creating a comprehensive business plan that aligns with the firm’s overall strategic objectives and growth ambitions.
Business Development & Capital Raising
Actively lead the charge in identifying, cultivating, and closing new institutional business. You will personally manage key relationships and take the lead on significant opportunities. This involves leveraging your extensive network of contacts, initiating outreach to prospective clients, and skillfully navigating the entire sales cycle—from initial introduction and due diligence to final presentations and onboarding.
Leadership & Team Management
Build, mentor, and lead a high-caliber institutional sales team. You will be responsible for recruiting, training, and developing sales professionals, fostering a culture of high performance, accountability, and collaboration. You will provide ongoing coaching, set clear expectations, and create a motivating environment that empowers the team to achieve its goals.
Client & Consultant Relationship Management
Serve as the senior relationship manager for key institutional clients and investment consultants. Your role is to build deep, trust-based partnerships, ensuring an exceptional client experience. This includes providing timely updates on portfolio performance and strategy, understanding evolving client needs, and identifying opportunities for cross-selling and asset retention.
Product & Market Intelligence
Maintain an expert-level understanding of the firm’s investment strategies, products, and competitive positioning. You must be able to articulate a compelling value proposition and differentiate the firm’s offerings in a crowded marketplace. You will also be a crucial source of market intelligence, providing valuable feedback from clients and the market to the portfolio management and product development teams.
Marketing & Brand Ambassadorship
Collaborate closely with the marketing team to develop compelling marketing collateral, pitch books, and thought leadership content tailored to the institutional audience. You will represent the firm with professionalism and integrity at industry conferences, events, and roadshows, acting as a key brand ambassador to enhance the firm’s visibility and reputation.
Operational Excellence
Oversee the sales pipeline and reporting process using the firm’s CRM system. You will be responsible for providing regular, transparent updates to the executive team on sales activities, pipeline status, and progress against targets. You will champion the use of data and analytics to drive decision-making and continuously refine the sales process for greater efficiency and effectiveness.
Requirements for the Head of Institutional Sales with a Boutique Investment Firm – Dallas, TX
We are seeking a highly accomplished and motivated individual who possesses a unique blend of sales acumen, leadership skills, and deep industry knowledge. The successful candidate will meet the following qualifications:
Experience
A minimum of 12-15 years of progressive experience in institutional sales and business development within the asset management industry. A proven, verifiable track record of successfully raising significant capital from a diverse range of institutional investors is absolutely essential.
Network
An extensive and portable network of senior-level relationships with institutional investors, including pension funds, endowments, foundations, family offices, and key investment consultants across North America.
Leadership
Demonstrable experience in a leadership capacity, with a history of building, managing, and mentoring successful sales teams. You must be a player-coach who can lead by example and inspire others.
Technical Skills
Deep knowledge of capital markets, various asset classes (e.g., public equities, fixed income, alternatives), and sophisticated investment strategies. Must be highly articulate in discussing portfolio construction, risk management, and performance attribution.
Education
Bachelor’s degree in Finance, Economics, Business, or a related field is required. An advanced degree such as an MBA or a professional designation like the CFA designation is highly preferred and will be a strong differentiator.
Licensing
Active FINRA Series 7 and 63 licenses are required.
Communication
Exceptional verbal and written communication skills, with the ability to craft and deliver compelling presentations to sophisticated audiences. Superior negotiation and closing skills are paramount.
Personal Attributes
A strategic and entrepreneurial mindset with a high level of integrity, a strong work ethic, and a collaborative spirit. Must be a self-starter who is comfortable operating in a dynamic, fast-paced boutique environment. Willingness and ability to travel extensively as required.
Benefits & Perks Offered
Our client believes in investing in their people and offers a highly competitive and comprehensive compensation and benefits package designed to attract and retain top talent. This includes:
Competitive Compensation
A highly competitive base salary complemented by a lucrative, performance-based bonus structure directly tied to asset-raising success.
Equity Potential
A meaningful opportunity for equity participation or a partnership track for exceptional performers, allowing you to share directly in the long-term success of the firm.
Comprehensive Health Coverage
Premium medical, dental, and vision insurance plans for you and your eligible dependents.
Retirement Savings
A robust 401(k) plan with a generous company match to help you plan for your future.
Generous Time Off
A competitive paid time off (PTO) policy, including vacation, sick days, and company holidays, to support a healthy work-life balance.
Professional Development
A strong commitment to your professional growth with a budget for continuing education, industry conferences, and support for obtaining or maintaining professional certifications.
Work Environment
A collaborative, collegial, and intellectually stimulating work environment located in a modern office space in a prime Dallas location.
Perks
Regular team-building events, a well-stocked kitchen, and other perks designed to foster a positive and engaging workplace culture.
How to Apply
This is a retained search managed exclusively by JRG Partners. To be considered for this exceptional leadership opportunity, please submit your resume and a cover letter detailing your relevant experience and track record of success. We encourage you to highlight your specific accomplishments in institutional capital raising and team leadership. All applications will be treated with the strictest confidence.
Our client is an Equal Opportunity Employer. They are committed to creating a diverse and inclusive environment and welcome applications from all qualified candidates without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
