Principal, Head of Enterprise Relationships, Private Wealth

Hamilton Lane is looking to expand our team to satisfy the needs of our growing client base. Hamilton Lane is built on collaboration, teamwork and integrity. Our employees pursue excellence and always strive to do the right thing. We invest in our employees, clients and partner relationships, as well as, in the technology and resources necessary to remain competitive, working in a competitive environment that inspires innovation.

The Opportunity:

We are looking for a driven, strategic and energetic sales leader to join our highly skilled National Accounts team. As the Head of Enterprise RIAs, your primary responsibility will be to drive sales and deepen strategic partnerships across our enterprise RIA relationships, with a specific focus on the largest 20 national RIAs in the country as well as key digital alternative investment platforms, including CAIS and iCapital. You will work closely with senior leadership and distribution partners to deliver valuable market insights, portfolio construction guidance, and private markets investment solutions to Financial Advisors and their clients, while representing Hamilton Lane and our platform at the enterprise level.

Your responsibilities will be to:

• Own and grow Hamilton Lane’s enterprise RIA relationships, serving as the primary point of contact for research, investment and business leadership teams across the largest 20 national RIAs and key digital platforms (CAIS, iCapital).
• Drive enterprise-level sales strategy and fund flows, developing and executing plans that increase adoption of existing strategies and accelerate flow into new fund launches and share classes.
• Build deep, consultative partnerships with RIA research teams, positioning Hamilton Lane as a trusted solutions provider by delivering differentiated market insight, portfolio construction guidance and product expertise tailored to firm-specific objectives.
• Partner closely with RIA business, product and platform teams to align Hamilton Lane offerings with their distribution priorities, platform architecture and advisor engagement models.
• Gather and synthesize field intelligence on incentive structures, including home-office and advisor-level economics, to help shape competitive, scalable and aligned early-capital and launch-phase structures.
• Design and refine early capital and launch strategies in collaboration with Product, National Accounts leadership and Private Wealth Sales, ensuring the right incentives, positioning and resources are in place to support successful rollouts.
• Collaborate tightly with the National Sales Manager, divisional leads and external wholesalers to translate enterprise platform wins into on-the-ground advisor engagement, meetings and production.
• Enable and support the wholesaling team on all enterprise placements, ensuring they have clear messaging, positioning, training and tools to execute effectively with financial advisors and field leadership.
• Coordinate and lead high-impact meetings and campaigns (home-office roadshows, platform webinars, due diligence meetings, investment committee presentations) that drive awareness, approval and usage of Hamilton Lane strategies.
• Leverage existing relationships and build new networks within target RIAs and platforms to accelerate time-to-production, expand shelf space and deepen share of wallet.
• Maintain a disciplined enterprise pipeline and sales process, from initial platform engagement and due diligence through approval, launch, advisor adoption and ongoing asset growth.
• Demonstrate mastery of consultative enterprise sales skills, including outstanding communication, active listening, advanced client service and the ability to translate complex private markets concepts into clear, actionable solutions.
• Represent multiple private markets product offerings with depth, maintaining a strong command of portfolio construction, product structures, vehicle types and platform-specific requirements.
• Continuously gather and share competitive and market intelligence, feeding insights back to internal stakeholders (Product, Marketing, Sales Leadership) to refine positioning, materials and strategy.
• Exhibit strong personal organization and follow-through, effectively prioritizing across multiple firms, initiatives and stakeholders while maintaining a high level of activity and responsiveness.
• Model a growth mindset and competitive drive, actively seeking feedback, improving skills and adapting quickly to new opportunities, platform changes and market dynamics.

Your background will include:

Must-haves:

• 10+ years of financial services sales with existing RIA enterprise relationships
• Series 6 or 7 and 63 required with a clean U4

Location:

In Office: NYC or Conshohocken

Travel Requirements:

• 50% or more travel required for client meetings, conferences, and events

Salary for this position is $175,000-$225,000/year. Additionally, employees are eligible for an annual discretionary bonus, and benefits including heath care, leave benefits, and retirement benefits. Your total compensation may vary based on role, location, and firm, department and individual performance.

We offer a competitive salary, annual discretionary bonus and a comprehensive benefits package which includes: Medical, Prescription, Dental, Paid Time Off, 401k plan, Life and Disability Insurances, Tuition Reimbursement, Employee Stock Purchase Program, Health Club Reimbursement and Flexible Spending Accounts.

Hamilton Lane is an affirmative action-equal opportunity employer. All qualified applicants will be considered for employment without regard to their race, color, creed, religion, sex, pregnancy, national origin, ancestry, citizenship status, age, marital or partnership status, sexual orientation, gender identity or expression, disability, genetic predisposition, veteran or military status, status as a victim of domestic violence, a sex offense or stalking, or any other classification prohibited by applicable law.

If you need a reasonable accommodation to complete your application, please contact Human Resources at [email protected].

Hamilton Lane is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Hamilton Lane via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Hamilton Lane. No fee shall be paid in the event the candidate is hired by Hamilton Lane as a result of the referral or through other means.