Director – Institutional Sales Management

When you join Hines, you will embark on a career journey fueled by vision and guided by leaders who set the standards of our industry. Our legacy is rooted in innovation and excellence, earning us a spot on Fast Company’s esteemed annual list of the World’s Most Innovative Companies, as well as recognition as one of U.S. News & World Report’s Best Companies to Work For in 2024. Discover endless opportunities to grow and make your mark at Hines.

As a Director on the Institutional Sales Management team, you will play a leading role in managing our global fundraising efforts across our institutional products and strengthening the effectiveness of the processes around these, with a key focus on commercial readiness, coordination and transparency. The ISM team is responsible for enabling fundraising momentum, coordination and messaging consistency as well as supporting internal stakeholder alignment and execution against fundraise strategies from pre-launch through closing. This role is dedicated to sales enablement activities within ISM.

You will partner closely with Fund Management and capital raising teams to achieve fundraising objectives. In close partnership with the global institutional capital markets and relevant fund management teams, you will be responsible for shaping, structuring, and helping execute fundraising strategies, maintaining visibility and co-accountability across global pipelines, and ensuring alignment of stakeholders on priorities, sales message, and execution. This role requires a proactive and strategic individual who can synthesize data, identify momentum drivers and challenges, and translate insights into clear actions that advance fundraising outcomes. Responsibilities include, but are not limited to:

• Partner with capital raising and relevant fund teams in the development and execution of fundraise strategies (pre-launch for closed-end vehicles; ongoing for open-end vehicles), including defining timelines, target investor lists, and messaging frameworks. This role is focused on, but not limited to, fundraising for our European institutional products and requires a deep understanding of each product.
• Own global pipeline visibility and momentum tracking, ensuring continuous progression of investor opportunities across regions and proactively identifying gaps, delays, or execution risks. Help coordinate capital raising team on target investor prioritization, leveraging coverage models, pipeline data, and strategic input to ensure focus on the most relevant opportunities globally. Partner with IIS leadership to drive CRM discipline and data quality and integrity, ensuring accurate and timely pipeline data to support reporting, analytics, and strategic decision-making.
• Lead regular fundraise review and update processes, providing structured updates to Fund Management and senior leadership on pipeline status, progress against targets, and key strategic considerations. Drive coordination across stakeholders to ensure consistent communication, transparency and alignment.
• Gather and synthesize feedback from capital raisers and investors on materials and messaging to identify recuring themes and trends, highlight key developments and surface potential momentum drivers or challenges, and inform improvements to content and internal sales tools.
• Design and support practical learning formats, including product refreshers, market updates, messaging sessions, and selected training initiatives, to improve commercial readiness across capital raising teams. Help structure and maintain internal knowledge resources so that product, market, and fundraising information is current, accessible, and actionable.
• Contribute to broader ISM platform development, including standardization of processes, development of enablement tools and frameworks (specifically including AI-enabled solutions), and continuous improvement of fundraising support capabilities.
• Lead cross-functional coordination of sales management initiatives, including planning and coordination support of high-priority roadshows and investor events where cross-functional alignment is critical. Help develop investor profiles and capture key takeaways and agreed follow-up actions from investor events, as relevant to fundraising priorities.
• Manage and maintain data rooms, including access control and content updates, ensuring content is accurate, consistent, and aligned with current fund messaging and investor expectations.
• Conduct proactive research to identify new prospects, track competitive landscapes, and assess capital flow trends that can inform targeting, positioning and fundraising strategies.

Minimum Requirements include:

• Bachelor’s degree in sales, marketing, finance, business, or related field from an accredited institution

• MBA preferred but not required

• Eight or more years of experience within asset management, real estate or financial services

• Exposure to capital raising, investor relations, sales enablement, or fund management preferred

• Demonstrated experience managing complex, multi-stakeholder processes in a global environment

• Strong understanding of institutional investor landscape and fundraising dynamics

• Strong strategic thinking and problem-solving capabilities

• Excellent stakeholder management and influencing skills across senior audiences

• Ability to synthesize complex data into clear insights and actions

• High level of organization and execution discipline

• Proactive, ownership-oriented mindset with ability to operate independently

• Strong collaboration skills and ability to work across global teams

• Experience with CRM systems, data analytics, and reporting tools, preferably Salesforce

At Hines, we strive for excellence as a leading global real estate investment manager, driven by our by our belief that real estate is fundamentally about people. Our diverse portfolio spans $93.2 billion¹ of assets across such property types as living, office, retail, mixed-use, logistics and life science projects – all designed to enhance value, connection and inspiration. Our strategic approach integrates local expertise with global knowledge, taking calculated risks aligned with our convictions to exceed expectations and tailor solutions to our clients' needs.

While our projects are renowned for enhancing cities and pioneering sustainable practices, we recognize that the true driving force behind Hines' success is our 5,000 dedicated employees in 30 countries who draw on our 65-year history to build the world forward. This is why we prioritize investing in our people, offering comprehensive training, competitive compensation, robust benefits and generous vacation packages. By centering our focus on the growth and wellbeing of our team, we cultivate an inclusive environment where everyone, including our clients, can thrive.

Hines is proud to be named to Fast Company’s prestigious annual list of the World’s Most Innovative Companies for 2024. ¹Includes both the global Hines organization and RIA AUM as of December 31, 2023.

We are an equal opportunity employer and support workforce diversity.

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