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Salary: CAD 110,000 - 140,000 / annual
iCapital is seeking an experienced sales manager to lead the Outbound Sales team within the Alternative Investment Distribution group. You will oversee a team of Outbound Sales Analysts responsible for introducing financial advisors to the iCapital platform, driving registrations, building advisor profiles, and nurturing advisors to their first trade.
Key responsibilities include managing a high-volume outbound sales team executing 75+ calls per day per analyst, setting and monitoring daily/weekly/monthly performance targets (call volume, registrations, advisor profiles, CRM compliance, first-trade conversions), and conducting regular 1:1s and call coaching sessions. You will develop and refine call scripts, objection-handling frameworks, and advisor profiling playbooks, and partner with Marketing and Sales Enablement to ensure compelling content and platform messaging.
You will own the team's outbound prospecting strategy, including prospect list prioritization by AUM, firm type, channel, and alternative investment affinity. Responsibilities also include ensuring 100% same-day CRM logging, leveraging Salesforce and Outreach tools to identify pipeline trends and conversion bottlenecks, and delivering weekly performance reports to Sales leadership.
Additional duties involve coordinating seamless handoffs of high-potential advisors to Senior Relationship Managers, partnering with Product Specialists on advisor education and platform demos, collaborating with Recruiting and HR on analyst hiring and onboarding, and providing field intelligence to Distribution and Product teams based on advisor feedback.
Required qualifications: Bachelor's degree in finance, business, economics, or related field; 3–6 years inside sales or financial services experience with 1–2 years in a team lead, supervisory, or management capacity; demonstrated ability to manage high-volume outbound sales teams in a metric-driven environment; FINRA Series 7, Series 63, and Series 24 licenses (24 must be obtained within 30 days); strong Salesforce and Outreach proficiency; excellent communication and coaching skills; data-driven performance management approach; familiarity with alternative investments and wealth management distribution; experience with RIAs or independent broker-dealers; track record of improving team conversion metrics and reducing new-hire ramp time.
