About the Role
iCapital is looking to hire a Vice President to lead go-to-market for iCapital Passthrough, iCapital’s business for non-advised investors, across the United Kingdom and Europe. This is the first dedicated commercial hire for Passthrough in the region, and the remit is deliberately broader than its US equivalents: one person owning the full-cycle sales motion and the partner channel that feeds it.
The business serves general partners who onboard investors directly, outside of wealth management channels. The individual in this role will own that market in Europe end to end, sourcing and closing new fund manager customers while building out existing and creating new fund administrator, law firm, and technology partnerships that generate referrals into the platform.
iCapital is the leading international player in private markets technology and distribution, with an established presence and deep relationships across the UK and Europe. This role is the chance to build a new business line with that platform, brand, and network already in market rather than from a standing start.
The position reports jointly to the Managing Director, GP Onboarding Solution and to the Managing Director, International Asset Manager Solutions. The successful candidate will carry an individual revenue number while working closely with iCapital's existing international coverage teams.
Responsibilities
- Own full-cycle new client revenue for Passthrough across the UK and Europe, from first touch through signature, for both self-sourced and partner-sourced opportunities.
- Consistently meet or exceed an annual revenue quota of approximately $900,000 to $1,000,000 in year one, scaling as the market matures.
- Own the top of the funnel and prospect directly into general partners across the region. There is no dedicated sales development support in Europe, so pipeline generation is part of this job rather than a stage handed over to you.
- Build and activate the European partner channel across fund administrators, fund formation counsel, and technology and API partners, from sourcing and pitching through structuring, launch, and ongoing management, including converting existing inbound interest from current partners.
- Act as Europe's Passthrough product expert, supporting iCapital's international asset manager coverage teams where their relationships intersect with the platform, while independently running your own book of business.
- Become an expert on the European private funds landscape and articulate the value proposition credibly to COOs, CFOs, General Counsel, and Investor Relations leaders at fund managers.
- Test and document what the European market will bear on pricing and packaging, structuring deals within agreed commercial guardrails.
- Keep meticulous records of all activity in the CRM to ensure predictable and accurate forecasting.
- Provide structured monthly feedback to the product team on European requirements, including GDPR, AIFMD, and local KYC and AML considerations.
- Represent Passthrough at European industry events and conferences, drawing on central iCapital marketing support.
- Travel regularly across the UK and Europe for client meetings, partner meetings, and industry events.
Qualifications
- 8+ years in full-cycle B2B sales, business development, or partnerships, with a demonstrated record of personally generating, running, and signing new business. This is not a relationship management or account coverage role, though you will be able to take advantage of iCapital’s deep relationships.
- A track record of carrying and meeting an individual revenue quota.
- Established relationships with general partners, fund administrators, and/or fund formation counsel in the UK and Europe.
- Fluency in private markets, with the credibility to hold a substantive conversation with a fund COO, General Counsel, or Investor Relations lead about how capital is raised and investors are onboarded.
- Comfort operating with ambiguity. This role has not existed before, and the playbook will be built instead of inherited.
- Experience selling to or through channel partners is a strong plus.
- Experience at an early-stage or high-growth company is a strong plus.
- Experience on the allocator side, whether at an LP, fund of funds, investment consultancy, or placement agent, is valued for the industry fluency it brings, though it does not substitute for closing experience.
- German or French language ability is useful but not required.
We believe the best ideas and innovation happen when we are together. Employees in this role will work in the office Monday-Thursday, with the flexibility to work remotely on Friday.
For additional information on iCapital, please visit https://www.icapitalnetwork.com/about-us Twitter: @icapitalnetwork | LinkedIn: https://www.linkedin.com/company/icapital-network-inc Awards Disclaimer: https://www.icapitalnetwork.com/about-us/recognition/