Lead - Institutional Sales & Capital Origination
Our client is an independent investment banking and corporate advisory firm. They are looking for a senior, commercially astute, relationship-driven and highly credible senior professional to join the Investment Banking division as Lead, Institutional Investor Relations & Capital Partnerships.
This is a strategic, front-facing role responsible for identifying, engaging, securing and maintaining long-term relationships with institutional funding partners to support the firm’s advisory and proprietary investment transactions. The successful candidate will build and manage institutional relationships with global and regional capital providers including development finance institutions and multilaterals, export credit and risk-sharing platforms, private credit funds, global and regional banks, private credit funds, alternative asset managers, infrastructure and real
asset managers, pension funds, insurance companies, sovereign wealth funds, endowments and other long-term allocators.
The role will also build and manage a strong network of introducers such as leading law firms, accounting firms, trustees, corporate service providers, placement agents, boutique advisory firms and investment consultants who can consistently provide access to capital decision-makers across Africa, Europe, Asia and North America.
This role is central to ensuring that our client's transaction pipeline is supported by credible, repeat institutional capital partnerships. It requires strong institutional credibility, deep relationship networks and the ability to align investor appetite with structured transaction opportunities originated by the firm. The role is fast-paced, demanding and performance-driven. Cultural alignment, integrity and discretion are essential. A strong grounding in capital markets, credit, structured finance, and institutional investor processes is mandatory.
Key Responsibilities of this role include but are not limited to:
- Institutional Coverage, Capital Partnerships & Rainmaking
- Build and maintain a high-quality network of institutional capital providers across
Africa, Europe, Asia and North America.
- Develop a structured institutional coverage programme: segmentation, targeting,
meeting cadence, pipeline staging and conversion tracking.
- Position the firm as a credible origination and structuring counterparty and secure
repeat institutional engagement.
- Convert relationships into tangible funding outcomes: term sheets, mandates,
programme participation and committed capital.
Transaction-to-Investor Matching & Capital Solution Design
- Work closely with Origination & Deal Structuring teams to understand pipeline
transactions early and shape them to investor appetite.
- Provide real-time feedback on pricing expectations, covenant preferences, tenor
appetite, security packages and risk-sharing options.
- Support development of scalable capital partnership models such as programme
funding lines, co-financing frameworks, and syndication/distribution channels.
- Drive investor due diligence processes and help manage institutional decision
pathways through investment/credit committees.
Introducer Network Development
- Build and maintain relationships with introducers who can consistently open
access to institutional decision-makers, including top-tier law firms, accounting
firms, investment consultants, trustees, placement agents and advisory
boutiques.
- Create a structured referral ecosystem: engagement plans, reciprocity strategy,
and repeatable introductions into target institutions and geographies.
- Coordinate jointly with Business Development and senior leadership on highvalue introducer engagements and closed-door forums.
- Investor Materials, Messaging & Execution Support
- Oversee creation of institutional-grade investor and funding materials including
pitch decks, teasers, IMs, pipeline notes and transaction summaries.
- Prepare senior leadership for investor meetings with structured briefing notes,
talking points and anticipated questions.
- Support negotiation and documentation workflow alongside legal counsel and
deal teams, ensuring accuracy, credibility and speed to close.
Market Intelligence & Strategic Positioning
- Maintain a live view of global capital flows, sector appetite, regional risk sentiment
and institutional priorities; translate these into actionable origination guidance.
- Support leadership in defining the firm’s institutional capital strategy and
prioritised funding corridors across Africa, Europe, Asia and North America.
- Represent the firm at investor forums, capital markets events and institutional
roundtables to build credibility and secure pipeline-supporting relationships.
Required Qualifications and Skills:
- BSc Degree in Finance, Economics,
Accounting, Business or related field.
- MBA, CFA or equivalent designation
strongly preferred.
- Excellent ability to speak and write
English language.
- Proficient in MacOS Keynote,
Numbers and Pages.
- Proficient in MS PowerPoint, Excel &
Word.
- Minimum 8+ years’ experience in
institutional fundraising, capital
formation, investment banking
coverage, private credit/infrastructure
finance, development finance,
syndication/distribution, or institutional
sales within private markets.
- Demonstrated track record securing
institutional funding commitments and
building repeat capital partnerships.
- Strong active network across
institutional allocators and capital
providers in Europe, North America and/or Asia, in addition to Africa/
regional relationships.
- Deep understanding of institutional
investment processes, due diligence
requirements, and investor decision
cycles.
- Strong structuring fluency across debt
and structured solutions, with ability to
align risk allocation to investor
mandates (including co-financing and
risk-sharing facilities/programmes).
- Highly proficient in preparing investor
materials: teasers, information
memoranda, term sheets, investment
cases, pipeline notes and institutional
pitch packs.
- Executive presence and credibility
engaging CIOs, investment
committees, credit committees, and
senior bank/DFI leadership.
- Strong negotiation skills and
commercial judgement.
- Strong pipeline discipline and CRM
capability; able to run a structured
investor coverage plan, meeting
cadence and conversion funnel.
- Excellent organisational skills; able to
manage multiple live engagements
under pressure.
- Highly adaptable, able to deal with
ambiguity and complex stakeholder
environments.
- Able to handle confidential matters
with absolute discretion.
- Entrepreneurial mindset with the ability
to thrive in a lean and fast-growing
environment.
- Proactive, dependable and solutions focused
- Must be mature, credible and reliable.