Vice President, iCapital
Go-to-Market Europe
More information about location
4-5 days a week in office
Fintech platform for alternative investments
Be an early applicant
Fintech platform for alternative investments
1001+ employees
Be an early applicant
More information about location
4-5 days a week in office
1001+ employees
Company mission
To transform the world's investment industry for better outcomes.
Role
Who you are
- 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
What the job involves
- 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
- 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
Salary benchmarks
Our take
Alternative investing can yield huge profits, but it can often be inaccessible, even to enterprises. iCapital solves this problem by guiding large-scale businesses through the alternative investing process.
Since launching in 2013, iCapital has provided enterprises with an investing marketplace. Its focus has been on banking, wealth management, and asset management companies, and iCapital now serves clients such as JP Morgan, Evercore, and Rockefeller. As of February 2025, the company services nearly $500 billion in global client assets, clear evidence of industry confidence in the company.
iCapital's impact on the financial world is undeniable, forging strong and profitable partnerships with leading institutions like Morgan Stanley. With a proven track record, impressive funding and a rapidly growing platform, iCapital is poised for significant further expansion in the years to come.
Steph
Company Specialist at Welcome to the Jungle
Insights
42% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jul 2025
$820m
SERIES E
Dec 2021
$50m
LATE VC
Total funding: $1.5bn
Company HQ
Murray Hill, New York, NY
Leadership
Lawrence Calcano
(CEO & Chairman)Previously worked as Director of Capitol Acquisition Corp., and served as Director of Vibrant Emotional Health for 10 years.
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