Alternative Distribution Sales Desk Manager

About the Role

iCapital is seeking an experienced, results-oriented Manager to lead the Outbound Sales team within the Alternative Investment Distribution group. This individual will oversee a team of Outbound Sales Analysts whose mission is to introduce financial advisors to the iCapital platform, drive registrations, build advisor profiles, and nurture advisors to their first trade. This role is ideal for a proven inside sales leader who combines a deep understanding of alternative investments and the wealth management distribution landscape and able to coach, motivate, and scale a high-volume outbound Sales team.

Responsibilities

• Manage a team of Outbound Sales Analysts executing 75+ calls per day per analyst targeting financial advisors not currently active on the iCapital platform.
• Set daily, weekly, and monthly performance targets; monitor and report on KPIs including call volume, registrations, advisor profiles completed, CRM compliance, and first-trade conversions.
• Conduct regular 1:1s, call coaching sessions, and team huddles to drive continuous skill development and performance improvement.
• Identify top performers and create development paths; address performance gaps proactively with structured improvement plans.
• Foster a high-energy, accountability-driven team culture aligned with iCapital's values.
• Own the team's outbound prospecting strategy, including prioritization of prospect lists segmented by AUM, firm type, channel, and alternative investment affinity.
• Develop and refine call scripts, objection-handling frameworks, and advisor profiling playbooks used by the analyst team.
• Partner with Marketing and Sales Enablement to ensure the team has compelling, current content and platform messaging for each advisor’s segment.
• Coordinate with Senior Relationship Managers to ensure seamless handoff of high-potential advisors flagged for escalation.
• Ensure 100% same-day CRM logging across the team; audit data quality and enforce standards for advisor profiles, call notes, and pipeline stages.
• Leverage CRM reporting (Salesforce) and outbound sequencing tools (Outreach) to identify pipeline trends, conversion bottlenecks, and territory opportunities.
• Deliver weekly pipeline and performance reports to Sales leadership.
• Partner with Product Specialists to schedule and coordinate advisor education touchpoints, webinars, fund spotlights, and platform demos that accelerate readiness to trade.
• Collaborate with Recruiting and Human Resources on analyst hiring, onboarding, and ramp planning as the team scales.
• Provide field intelligence to the broader Distribution and Product teams based on advisor feedback and objection patterns.