Alternative Distribution Sales Desk Manager – Toronto

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 is 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.

Qualifications

• Bachelor's degree in finance, business, economics, or a related field.
• 10+ years of inside sales or financial services experience, with at least 1–2 years in a team lead, supervisory, or management capacity.
• Demonstrated ability to manage and develop high-volume outbound sales teams in a structured, metric-driven environment.
• FINRA Series 7 and Series 63 licenses are required.
• FINRA Series 24 license required or must obtain within 30 days of hire.
• Strong proficiency with Salesforce CRM and outbound sequencing tools (Outreach or equivalent).
• Excellent communication and coaching skills; ability to motivate a team and influence without authority.
• Data-driven approach to performance management and pipeline analysis.
• Familiar with alternative investments and the wealth management distribution ecosystem.
• Experience supporting or selling into RIAs or independent broker-dealers.
• Track record of improving team conversion metrics and reducing ramp time for new hires.

Employees in this role will work in the office Monday-Thursday, with the flexibility to work remotely on Friday. The base salary range for this role is CAD 130,000 to CAD 170,000. iCapital offers a comprehensive benefits package that includes a competitive total compensation package consisting of salary, bonus, and equity for all full-time employees. The Company pays 100% of the premium for all Group Benefits for you and your dependents. Some of these benefits include medical, dental, vision, prescription, life insurance and long-term disability. We offer a variety of Retirement Plans which have a company match. We offer unlimited Paid Time Off (PTO) and most employees the flexibility to work in the office three to four days and remotely for the remainder of the week. Every department has different needs, and some positions will be designated in-office jobs, based on their function.

iCapital is proud to support a fair and inclusive workplace, in which all applicants have an opportunity to fulfill their potential and every person has the right to equal treatment with respect to employment without discrimination. iCapital does not tolerate any discrimination contrary to the Ontario Human Rights Code, including on the grounds of race, ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, record of offences, marital status, family status or disability.