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Hamilton Lane · 11 hours ago

Principal, Head of Enterprise Relationships, Private Wealth

New York, United States

Full-time

Onsite

Lead/Staff, Director/Executive

$175K/yr - $225K/yr

10+ years exp

Hamilton Lane is looking for a driven, strategic and energetic sales leader to join their National Accounts team. The Head of Enterprise RIAs will be responsible for driving sales and deepening strategic partnerships across enterprise RIA relationships, focusing on the largest 20 national RIAs and key digital alternative investment platforms.

Business DevelopmentFinancial ServicesFinTechInsuranceWealth Management

Responsibilities

Own and grow Hamilton Lane’s enterprise RIA relationships, serving as the primary point of contact for research, investment and business leadership teams across the largest 20 national RIAs and key digital platforms (CAIS, iCapital)

Drive enterprise-level sales strategy and fund flows, developing and executing plans that increase adoption of existing strategies and accelerate flow into new fund launches and share classes

Build deep, consultative partnerships with RIA research teams, positioning Hamilton Lane as a trusted solutions provider by delivering differentiated market insight, portfolio construction guidance and product expertise tailored to firm-specific objectives

Partner closely with RIA business, product and platform teams to align Hamilton Lane offerings with their distribution priorities, platform architecture and advisor engagement models

Gather and synthesize field intelligence on incentive structures, including home-office and advisor-level economics, to help shape competitive, scalable and aligned early-capital and launch-phase structures

Design and refine early capital and launch strategies in collaboration with Product, National Accounts leadership and Private Wealth Sales, ensuring the right incentives, positioning and resources are in place to support successful rollouts

Collaborate tightly with the National Sales Manager, divisional leads and external wholesalers to translate enterprise platform wins into on-the-ground advisor engagement, meetings and production

Enable and support the wholesaling team on all enterprise placements, ensuring they have clear messaging, positioning, training and tools to execute effectively with financial advisors and field leadership

Coordinate and lead high-impact meetings and campaigns (home-office roadshows, platform webinars, due diligence meetings, investment committee presentations) that drive awareness, approval and usage of Hamilton Lane strategies

Leverage existing relationships and build new networks within target RIAs and platforms to accelerate time-to-production, expand shelf space and deepen share of wallet

Maintain a disciplined enterprise pipeline and sales process, from initial platform engagement and due diligence through approval, launch, advisor adoption and ongoing asset growth

Demonstrate mastery of consultative enterprise sales skills, including outstanding communication, active listening, advanced client service and the ability to translate complex private markets concepts into clear, actionable solutions

Represent multiple private markets product offerings with depth, maintaining a strong command of portfolio construction, product structures, vehicle types and platform-specific requirements

Continuously gather and share competitive and market intelligence, feeding insights back to internal stakeholders (Product, Marketing, Sales Leadership) to refine positioning, materials and strategy

Exhibit strong personal organization and follow-through, effectively prioritizing across multiple firms, initiatives and stakeholders while maintaining a high level of activity and responsiveness

Model a growth mindset and competitive drive, actively seeking feedback, improving skills and adapting quickly to new opportunities, platform changes and market dynamics

Qualification

Financial services salesRIA enterprise relationshipsSeries 6Portfolio constructionConsultative sales skillsClient servicePersonal organizationCommunicationActive listeningGrowth mindset