Vice President, Institutional Sales

Capstone is seeking a seasoned and highly driven Vice President, Institutional Sales to join our growing team. 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 the public and private markets. This position is ideal for a strategic, entrepreneurial sales professional with deep client relationships, a sophisticated understanding of financial markets and policy, and a consistent track record of exceeding revenue targets in a consultative sales environment.

Capstone is a global policy research and consulting firm with presence in Washington DC, Houston, London, and Mumbai. We help our clients predict policy, quantify its impact, and recommend revenue-driving strategies to companies and institutional investors. At Capstone, we recognize that our ability to build a world-class firm requires attracting and retaining top talent. We hire individuals of exceptional talent, skill, and potential, and provide an environment that is conducive to one’s professional and personal growth, allowing each employee to reach their fullest potential.

If you are a motivated, goal-oriented Institutional Sales or Business Development Executive with a proven track record and are excited about the prospects of working with some of the world’s largest institutional investors in a consultative sales role, then the Institutional Sales - Capital Markets Policy Research role may be for you!

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, manage, and grow long-term client relationships, leveraging your industry network and expertise to drive consistent revenue growth
• Represent Capstone’s research and insights to portfolio managers & senior investment professionals, articulating differentiated policy perspectives and market implications
• Partner closely with research and events teams to align client interests with the firm’s capabilities and coverage areas
• Serve as a thought partner and trusted advisor to clients by anticipating their informational needs and offering tailored research solutions
• Maintain disciplined pipeline management, accurate forecasting, and CRM hygiene
• Support leadership efforts, provide strategic guidance, and act as a point of escalation for key client and team matters

Qualifications

• 4-6 years of institutional sales or business development experience, ideally within traditional sales & trading, capital markets, investment research, or financial services
• A demonstrable history of developing and converting 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
• Proven ability to navigate complex sales cycles and drive strategic engagements with C-level or senior investment decision-makers
• Exceptional communication, presentation, and interpersonal skills
• Experience mentoring junior team members or contributing to broader sales strategy is a plus
• Series 7 and 63 licenses strongly preferred; CFA designation a plus

Requirements

• Bachelor's degree required; advanced degree or relevant certifications a plus (MBA, CFA, etc.)
• High academic achievement
• 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, dental insurance, paid vacation, travel stipend and 401(k). The expected compensation for this role will be $125,000-$170,000 per annum with an uncapped commission. 

This position is based in our Washington D.C. Capstone is in-person Monday thru 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.