Role Overview for Head of Institutional Sales with a Boutique Bank – Dallas, TX
JRG Partners is proud to partner with a premier, rapidly growing boutique investment bank in their search for a dynamic and experienced Head of Institutional Sales. This is a pivotal leadership position based in the vibrant financial hub of Dallas, Texas. Our client has established a strong reputation for providing exceptional research, execution, and advisory services to a discerning institutional client base. They are seeking a visionary leader to spearhead the next phase of their growth, drive revenue, and solidify their market position.
As the Head of Institutional Sales, you will be the chief architect of the firm’s sales strategy and the leader of a talented team of sales professionals. This is not just a management role; it is a player-coach position that requires a deep, portable book of institutional relationships and a passion for building a world-class sales organization from the ground up. You will be instrumental in shaping the culture, strategy, and success of the institutional sales division. Your primary objective will be to significantly expand the firm’s footprint among key institutional clients, including hedge funds, mutual funds, pension funds, endowments, and family offices.
This role offers a unique opportunity to make a substantial impact in an entrepreneurial and collaborative environment. Unlike larger, more bureaucratic institutions, our client offers a flat organizational structure where your ideas can be quickly implemented and your contributions are directly visible to senior leadership. You will have the autonomy to build your team, refine the sales process, and leverage the firm’s outstanding research and banking platforms to deliver unparalleled value to clients. For the right candidate, this position offers a clear path to partnership and a chance to build a lasting legacy within a top-tier boutique firm.
The ideal candidate is a seasoned professional with a proven track record of driving revenue and leading sales teams in the institutional space. You possess an unshakeable work ethic, a strategic mindset, and the ability to inspire and motivate those around you. If you are a results-driven leader looking to take on a new challenge and shape the future of a growing financial services firm, we encourage you to apply.
Key Responsibilities of Head of Institutional Sales with a Boutique Bank – Dallas, TX
The Head of Institutional Sales will be accountable for a wide range of strategic and tactical responsibilities, all centered on driving revenue growth and building a dominant market presence. Success in this role will be measured by your ability to lead, execute, and deliver consistent results.
Strategic Leadership and Team Management
- Design, implement, and continuously refine a comprehensive institutional sales strategy that aligns with the firm’s overall business objectives and growth targets.
- Lead, mentor, and develop a high-performing team of institutional sales professionals. This includes recruiting top talent, providing ongoing training and coaching, and fostering a culture of excellence, collaboration, and accountability.
- Establish clear and ambitious sales goals, key performance indicators (KPIs), and performance metrics for the team and individual members. Conduct regular performance reviews and provide constructive feedback to drive improvement.
- Champion the firm’s culture and values, ensuring that the sales team operates with the highest level of integrity and professionalism.
Business Development and Revenue Generation
- Leverage your extensive network and personal book of business to identify, target, and cultivate new institutional client relationships across the United States.
- Drive the complete sales cycle, from initial prospecting and lead generation to client meetings, presentations, due diligence, and closing new mandates.
- Proactively expand the firm’s market share by cross-selling the full suite of the bank’s products and services, including equity research, fixed income products, trading execution, and investment banking advisory.
- Develop and execute targeted marketing campaigns and client outreach initiatives in collaboration with the marketing and research teams.
Client Relationship and Account Management
- Serve as the senior relationship manager for the firm’s most critical institutional clients, ensuring their needs are met and their expectations are exceeded.
- Cultivate deep, long-term partnerships with key decision-makers at client firms, acting as a trusted advisor and strategic partner.
- Organize and lead client meetings, roadshows, and events to showcase the firm’s expertise, research insights, and investment opportunities.
- Gather client feedback to help inform product development, research coverage, and overall service enhancement.
Market and Product Expertise
- Maintain an expert-level understanding of the firm’s investment products, research coverage, and advisory services to effectively articulate the unique value proposition to sophisticated institutional investors.
- Continuously monitor financial markets, economic trends, and industry developments to identify new opportunities and potential risks for clients.
- Stay informed about the competitive landscape and adapt the sales strategy accordingly to maintain a competitive edge. Ensure the team is fully compliant with all current regulatory requirements and internal policies.
- Collaborate closely with the research, trading, and investment banking teams to ensure a seamless flow of information and a unified, client-centric approach.
Requirements for the Head of Institutional Sales with a Boutique Bank – Dallas, TX
We are seeking a highly accomplished and motivated individual who meets the following qualifications. The ideal candidate will bring a combination of extensive experience, a robust network, and exceptional leadership qualities.
Professional Experience
- A minimum of 12-15 years of progressive experience in institutional sales within the financial services industry.
- Demonstrated success in a senior sales leadership role, with a proven track record of building and managing high-performing sales teams.
- A significant and portable book of active, revenue-generating relationships with institutional clients such as hedge funds, long-only asset managers, pension funds, and family offices.
- Experience working within a boutique or middle-market investment bank is strongly preferred.
Skills and Competencies
Leadership
Natural ability to lead, inspire, and motivate a sales team to achieve and exceed ambitious targets.
Sales Acumen
Masterful negotiation, presentation, and closing skills with a history of securing large, complex mandates.
Strategic Thinking
Ability to develop and execute a long-term strategic vision for the sales division while managing day-to-day tactical operations.
Communication
Exceptional verbal and written communication skills, with the ability to articulate complex financial concepts clearly and persuasively to sophisticated audiences.
Networking
An expert networker with a demonstrated ability to build and maintain relationships with senior-level executives and key industry influencers.
Technical Proficiency
Proficient in using CRM systems (e.g., Salesforce), Bloomberg Terminal, and other relevant financial software and sales tools.
Education and Certifications
- Bachelor’s degree in Finance, Economics, Business Administration, or a related field from an accredited university is required.
- An advanced degree such as an MBA or a professional designation like the Chartered Financial Analyst (CFA) is highly desirable.
- Active FINRA Series 7, 63, and 24 licenses are mandatory for this position.
Personal Attributes
Entrepreneurial Spirit
A self-starter with a proactive, “roll-up-your-sleeves” attitude who thrives in a dynamic, fast-paced setting.
Integrity
Unquestionable personal and professional integrity, with a commitment to ethical practices and regulatory compliance.
Results-Oriented
A strong drive to succeed and a relentless focus on achieving measurable results.
Collaborative
A team player who can work effectively across different departments and levels of the organization.
Benefits & Perks Offered
Our client is committed to attracting and retaining top talent by offering a highly competitive and comprehensive compensation and benefits package. They believe in rewarding performance and investing in the well-being of their employees.
Competitive Compensation
A lucrative package including a substantial base salary and a highly attractive, uncapped performance-based bonus structure tied to individual and team success.
Partnership Track
A clear and defined path to partnership/equity ownership for high-achieving individuals who make a significant contribution to the firm’s growth.
Comprehensive Health Coverage
Premium medical, dental, and vision insurance plans for you and your eligible dependents with significant employer contributions.
Retirement Savings
A robust 401(k) retirement plan with a generous company matching program to help you plan for your future.
Generous Paid Time Off
A competitive paid time off (PTO) policy, including vacation, sick days, and paid company holidays to support a healthy work-life balance.
Professional Growth
A dedicated budget for professional development, including industry conferences, continuing education courses, and support for obtaining additional certifications.
Modern Workspace
A state-of-the-art office located in a prime Dallas location, designed to foster collaboration and productivity.
Relocation Support
A comprehensive relocation package may be offered to exceptional candidates who are not currently based in the Dallas-Fort Worth area.
How to Apply
JRG Partners is exclusively managing the search for this Head of Institutional Sales position. We are looking for an exceptional candidate who is ready to take their career to the next level and make a lasting impact.
If you meet the qualifications and are excited by this unique opportunity, we encourage you to submit your resume and a cover letter detailing your relevant experience and why you are the ideal candidate for this role. All applications will be treated with the strictest confidence.
To learn more about our expertise in this sector and to submit your application, please connect with JRG Partners’ Financial Services recruitment team. Our dedicated consultants specialize in placing top-tier talent within the financial industry and will guide you through the process.
Our client is an Equal Opportunity Employer. They celebrate diversity and are committed to creating an inclusive environment for all employees. All employment is decided on the basis of qualifications, merit, and business need.
