Vice President, Institutional Sales

Capstone; Washington (District of Columbia); Hybrid; USD 120,000 - 210,000; Full time

Benefits offered by this job

Health, vision, dental insurance

401(k) plan

Paid vacation

Travel stipend

Job summary

Capstone, a global policy research and consulting firm, seeks senior institutional sales professionals to engage hedge funds, family offices, and asset managers across public and private markets. You will develop strategic plans, manage pipelines, and leverage Capstone’s research to inform client decisions.

The role emphasizes strong client relationships, market-savvy policy understanding, and a track record of exceeding revenue targets in a consultative sales environment.

Qualifications

• Bachelor's degree required; MBA or advanced finance-related studies are a plus.
• Experience developing and converting high-value relationships with institutional investors.
• Proven ability to manage complex sales cycles and engage senior decision-makers.

Responsibilities

• Develop and execute a strategic business development plan to expand Capstone’s institutional client base.
• Cultivate long-term client relationships and drive revenue growth across asset classes.
• Represent Capstone’s research and policy perspectives to portfolio managers and senior professionals.
• Coordinate with research and events teams to align client needs with firm capabilities.

Skills

Relationship building

Strategic thinker

Communication skills

CRM management

Education

Bachelor's degree

MBA preferred

Tools

CRM software

MS Excel

PowerPoint

Job description

We are looking for individuals with diverse backgrounds—including experience in commodities, private credit, venture capital, and wealth management—as we expand our institutional sales efforts. We need more talented sales professionals to help drive this growth.

In this senior role, you will engage with leading institutional investors—including hedge funds, family offices, and asset managers—across asset classes and investment strategies within both public and private markets. This opportunity is ideal for a strategic, entrepreneurial sales professional with strong client relationships, a sophisticated understanding of financial markets and policy, and a consistent track record of exceeding revenue targets in a consultative sales environment.

About Capstone

Capstone is a global policy research and consulting firm with offices in Washington, D.C., Houston, London, and Mumbai. We help clients anticipate policy shifts, assess their financial impact, and develop revenue-driving strategies. Our success depends on attracting and retaining top-tier talent. We offer an environment that fosters both professional and personal growth, enabling our employees to reach their fullest potential.

Key Responsibilities

• Develop and execute a strategic business development plan to expand Capstone’s client base among top-tier institutional investors across sectors and asset classes (energy/renewables, healthcare, TMT, financial & business services, consumer, aerospace & defense, industrials, etc.)
• Cultivate and manage long-term client relationships, leveraging your network and expertise to drive consistent revenue growth
• Represent Capstone’s research and insights to portfolio managers and senior investment professionals, clearly articulating our differentiated policy perspectives and market implications
• Collaborate closely with research and events teams to align client needs with firm capabilities and coverage areas
• Serve as a trusted advisor to clients by anticipating their informational needs and offering tailored research solutions
• Maintain disciplined pipeline management, accurate forecasting, and CRM best practices
• Provide strategic guidance and support leadership efforts, acting as a point of escalation for key client and team matters

Qualifications

• 4–6 years of institutional sales or business development experience, within commodities, private credit, VC and wealth/
• Proven ability to develop and convert high-value relationships with hedge funds, family offices, and asset managers
• Deep understanding of market dynamics, investment strategies, and the intersection of public policy and capital markets
• Demonstrated success managing complex sales cycles and engaging senior decision-makers
• Excellent communication, presentation, and interpersonal skills
• Experience mentoring junior team members or contributing to sales strategy is a plus
• Series 7 and 63 licenses strongly preferred; CFA designation a plus

Requirements

• Bachelor’s degree required; advanced degrees or certifications (MBA, CFA, etc.) are a plus
• Strong academic track record
• Existing relationships with institutional investors across multiple channels (equities, fixed income, commodities, etc.)
• Legally authorized to work in the U.S. without current or future visa sponsorship

Capstone offers a competitive benefits package, including health, vision, and dental insurance, paid vacation, travel stipend, and a 401(k) plan.

This position is based in our Washington, D.C. office. Capstone operates in person Monday through Thursday, with flexible work-from-home Fridays.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.