Alternatives Distribution, Hybrid Sales

About the Role

iCapital is seeking a dynamic, client-facing Hybrid Sales Associate / Assistant Vice President to join the Alternative Investment Distribution team. This role uniquely blends high-volume inside sales activity with targeted field engagement, combining the efficiency of structured outbound calling with the relationship depth of in-person advisor meetings, regional events, and on-site firm visits. This is an ideal role for a sales professional who has excelled in an inside sales capacity and is ready to add a field dimension to their practice, or for a field wholesaler looking to leverage technology and structured outreach to scale their advisor relationships.

Responsibilities

• Execute 50+ outbound calls per day targeting financial advisors not currently active on the iCapital platform, maintaining consistent daily call blocks regardless of field activity.
• Work from prioritized prospect lists segmented by AUM, firm type, channel, and alternative investment affinity.
• Deliver a compelling, concise platform introduction tailored to each advisor's practice.
• Conduct structured discovery calls to build rich advisor profiles including AUM, client demographics, alts experience, product preferences, and compliance constraints.
• Execute multi-touch follow-up sequences via phone, email, and digital content to maintain pipeline momentum between field visits.
• Conduct regular field visits to advisor offices, branch locations, and home offices within your assigned territory to deepen relationships initiated via phone.
• Represent iCapital at regional advisor events, due diligence meetings, fund roadshows, and industry conferences.
• Partner with internal product specialists and external fund managers to deliver in-person educational sessions, platform demonstrations, and investment committee presentations.
• Identify and cultivate relationships with branch managers, team leads, and center-of-influence advisors to expand platform adoption within key firms.
• Maintain a segmented pipeline of advisors at each stage of the funnel, prioritizing field time for highest-potential opportunities.
• Flag high-value advisors for escalation to Senior Relationship Managers and coordinate warm handoffs.
• Track and report weekly on call activity, field meetings, registration progress, and conversion metrics.
• Log all call activity, field meetings, contact details, advisor profiles, and next steps in Salesforce in real time; same day for calls, within 24 hours for field activity.
• Maintain complete, accurate CRM records for every advisor in your territory.
• Use CRM and sequencing data to identify whitespace within your territory and optimize the balance of inside vs. field time.
• Share market intelligence and advisor feedback with the broader Distribution, Product, and Marketing teams.