Director, Wealth Management & Advisor Sales

ABOUT US

Capitalize is building critical infrastructure for the $20 trillion retirement savings market with scalable technology and a world-class team.

We’re bringing a digital, API-first approach to modernize the $1 trillion in retirement account transfers and rollovers that happen annually. By doing so, we’re helping the almost 20 million Americans who change jobs each year with a 401(k) do the right thing with their assets.

Our Enterprise offering includes a full suite of APIs used by leading financial institutions such as Robinhood, Morgan Stanley, SoFi, TIAA, and many more. Our Advisor offering helps wealth management firms and advisors leverage that same technology, helping end-users seamlessly find and consolidate their retirement savings into one account.

We’ve raised $35mm+ from leading venture capital investors including RRE Ventures, Canapi Ventures, Greycroft, and others, and we’ve been recognized as one of TIME’s 100 Best Inventions, one of the Most Innovative Companies in America by Fast Company, and by Forbes as one of the Top 50 Fintech Companies in the US for several years running.

THE OPPORTUNITY

Capitalize has built a product for advisors that helps them capture a larger share of the rollover market: a key driver of assets for firms of all sizes. Our technology makes it much easier for advisors to find and consolidate accounts while avoiding the time-consuming, manual, and operationally complex tasks typically associated with rollovers. The result is faster organic growth and more time for advisors to focus on their clients.

We’re looking for a Director of Wealth Management & Advisor Sales. You’ll sell to sophisticated wealth management organizations including RIAs, aggregators, wirehouses, and broker-dealers, while helping us refine our sales motion and playbooks to grow over time.

We’re looking for someone who is excited to build: someone with strong relationships in the wealth ecosystem who can create opportunities, run complex sales processes, close strategic customers, and iterate along the way.

The role reports directly to our Chief Commercial Officer and will work closely with our Marketing, Customer Success, Product, and executive teams.

WHAT YOU’LL DO

• Own the sales process.

• Build your own pipeline by developing opportunities through your existing industry relationships, targeted outbound prospecting, conferences and events.

• Manage opportunities from initial prospecting and discovery through evaluation, negotiation, and signed contract.

• Build a compelling business case around asset consolidation, advisor productivity, client experience, and AUM growth.

• Develop account strategies for our highest-priority prospects, identifying the right buyers, internal champions, business drivers, and path to close.

• Support Enterprise motion. Work closely with CEO/CCO on strategic distribution relationships and larger enterprise relationships that intersect with direct RIA relationships.

• Partner closely with Customer Success to transition new customers from sale through launch while remaining involved in executive relationships, renewals, and expansion opportunities where appropriate.

• Help build the Advisor GTM playbook. Capture what works across messaging, discovery, qualification, pricing, objections, competitive positioning, and sales process so

• Represent Capitalize in the market, including regular travel to customer meetings and key wealth management conferences and industry events.

WHAT YOU’LL BRING

• Significant experience in a quota-carrying B2B sales role with a consistent track record of meeting or exceeding ambitious targets

• Proven experience selling technology or financial services solutions into the wealth management ecosystem, particularly larger RIAs, aggregators, and broker-dealers.

• A strong, active network within the wealth management industry and the ability to turn relationships into commercial opportunities

• Experience navigating complex sales involving executive, operational, product, technology, compliance, and procurement stakeholders

• A hunter mentality and willingness to personally build pipeline rather than relying exclusively on inbound leads or a mature SDR organization

• Strong executive presence and the ability to translate a product into a clear commercial and strategic business case

• Comfort operating in an early-stage, fast-paced, high-growth environment where priorities evolve and everyone is expected to roll up their sleeves

• Strong cross-functional instincts and the ability to work effectively with Marketing, Product, Customer Success, and company leadership

• Experience helping build a new market, sales territory, product category, or go-to-market motion

NICE TO HAVE

• Experience selling retirement, rollover, custody, advisor technology, or other products closely connected to the movement or management of client assets

• Familiarity with the technology and operational ecosystem supporting RIAs and wealth management firms

BENEFITS WE OFFER

• Competitive compensation and equity in the company

• Medical, dental, and vision insurance, with 100% premium covered for staff and 50% for dependents

• 401(k) plan access

• Unlimited paid time off

• 12 weeks of fully-paid parental leave

Note: This role is hybrid based in New York City, with a requirement of at least three days per week in the office.