Lead Strategy & Sales Enablement Senior Consultant

Overview

WHO are we looking for?

CAPTRUST is seeking a Senior Lead Strategy & Sales Enablement Consultant to help transform growth signals into advisor action and measurable business outcomes. This role connects opportunity intelligence, advisor activation, sales execution, and performance measurement to help CAPTRUST scale growth efforts across advisors, markets, and lines of business.

This is an opportunity for a strategic, analytical, and highly collaborative professional to help strengthen how CAPTRUST identifies high-value opportunities, enables advisor follow-through, improves funnel visibility, and measures what drives conversion, efficiency, and revenue outcomes. The intended internal title will be Senior Consultant | Marketing.

Responsibilities

• In this role, you will partner across Marketing, Business Development, Sales Enablement, advisor leadership, operations, and technology teams to help advance a repeatable, data-driven approach to growth. Key responsibilities include:
• Analyze prospect, lead, CRM, marketing, referral, and engagement data to identify and prioritize high-value business development opportunities
• Develop and refine opportunity scoring and prioritization methods based on fit, intent, timing, advisor coverage, and revenue potential
• Translate prioritized opportunities into advisor-ready sales plays, including target lists, outreach context, recommended next actions, and relevant messaging inputs
• Partner with Marketing and Sales Enablement to align content, playbooks, positioning, and activation plans to specific opportunity types
• Route opportunities to the appropriate advisors or teams based on line of business, geography, specialization, coverage model, and relationship context
• Track advisor action, responsiveness, disposition, opportunity movement, funnel progression, and underutilized lead pools
• Identify ways to improve engagement, speed-to-lead, ownership clarity, follow-up consistency, and advisor adoption
• Establish and support a centralized performance layer across Power BI, CAPConnect, marketing systems, and relevant vendor or enrichment sources
• Define and govern source-of-truth rules, standardized metrics, and business definitions for leads, opportunities, advisor activity, campaign attribution, pipeline movement, and revenue outcomes
• Deliver leadership-ready reporting and actionable insights that connect opportunity identification, advisor activation, pipeline progression, conversion, and revenue impact
• Use performance insights and stakeholder feedback to improve targeting, segmentation, routing, sales play effectiveness, reporting routines, governance practices, and advisor-facing workflows
• Document repeatable processes, playbook patterns, and lessons learned so successful growth activities can scale across the firm
• The successful candidate will help CAPTRUST create greater visibility, consistency, and accountability across the growth engine. Success in this role may include:
• Greater advisor engagement and timely action on prioritized opportunities
• Stronger progression from lead to qualified opportunity and opportunity to win
• Improved visibility into opportunities ready for ownership, follow-up, or reactivation
• Higher confidence in CRM completeness, disposition quality, and attribution accuracy
• Broader adoption of dashboards, opportunity review routines, and advisor-ready growth plays
• Stronger leadership visibility into which growth activities are scaling well, driving impact, and warranting continued investment

Qualifications

Minimum Qualifications:

• 8+ years of professional experience in sales effectiveness, revenue operations, marketing analytics, business development operations, CRM strategy, data analytics, or a related growth-focused function
• Bachelor’s degree in business, marketing, analytics, information systems, finance, or a related field, or an equivalent combination of education and relevant experience
• Experience working with CRM platforms such as Microsoft Dynamics 365, Salesforce, or similar systems used to manage leads, opportunities, advisor activity, client relationships, or business development data
• Experience developing, interpreting, or improving reporting, dashboards, metrics, business rules, or performance measurement frameworks
• Demonstrated ability to connect strategy, data, process, and field execution in a way that drives measurable business outcomes

Preferred Qualifications:

• Experience in financial services, wealth management, retirement plan services, institutional consulting, or another highly regulated professional services environment
• Experience with Power BI, Microsoft Excel, SQL, data visualization tools, or other analytics and reporting platforms
• Experience supporting sales play development, lead scoring, opportunity routing, campaign measurement, funnel reporting, or pipeline analytics
• Familiarity with marketing automation, enrichment data, prospecting platforms, or business development intelligence tools
• Experience documenting repeatable processes, establishing governance routines, or improving data quality and reporting standards
• Strong analytical judgment with the ability to translate data into practical business recommendations and clear next steps
• Strong written and verbal communication skills, including the ability to communicate complex information in a concise, advisor-friendly, and leadership-ready manner
• Demonstrated ability to build strong cross-functional relationships and influence stakeholders without direct authority
• Demonstrated attention to detail, accountability, sound judgment, and follow-through in managing work that supports business growth
• WHAT can you expect from your career at CAPTRUST?
• Our colleagues, like our clients, tend to stay with CAPTRUST for years. There’s a reason for it; it’s a great culture in which to work and grow. We all work together, each of us motivating those around us with our commitment to high standards. At CAPTRUST, expect a fully stocked break room, fun employee events, and a quality team surrounding you with opportunities for personal growth.
• Our Employee Benefits Package shows how much we value our team. Some benefits include:
• Company discretionary bonus
• Health, dental, and vision coverage, employer 401(k) plan and company match, health savings accounts, flexible spending accounts, and voluntary supplemental plans subject to plan terms
• Company-paid benefits such as life insurance, short-term disability, and long-term disability, subject to applicable waiting periods.
• Paid time off (PTO) or Paid Sick Leave (PSL)
• WHERE will you be working?
• 4208 Six Forks Road Ste 1700 | Raleigh, North Carolina 27609
• Due to the nature of the role, this is not a remote or work from home position. However there is flexibility. #LI-onsite
• HOW do we build a world class organization one brick at a time?
• We make it a priority to hire those who have a commitment to service, a real interest in other people, and a passion to continuously improve. Simply put: the difference at CAPTRUST is the quality of our people and depth of our bench. If you are ready to make your mark, we want to talk to you.
• Are you the next brick?
• To get it done the CAPTRUST Way, an individual should exhibit the following characteristics:
• Ability to build successful, collaborative, and trusting relationships
• Instinctive aptitude for consistently creating accurate, concise, respectful, and easy-to-understand verbal and written communications conveying complex information
• A strong sense of urgency about getting work done and solving problems to achieve results that benefit our clients and colleagues, even when faced with challenges
• Inherent desire to give back to our communities and enrich the lives of those around us
• An other-centered mindset
• Integrity through maintaining objectivity
• EEO/Diversity Statement: At CAPTRUST, we are committed to building and maintaining a diverse workforce and inclusive work environment where ALL colleagues feel authentically seen, respected, and supported.
• It is our intent to maintain a work environment that is free of harassment, discrimination, or retaliation because of sex (including pregnancy, childbirth, or other related medical conditions), gender, race (including hair texture or hairstyles associated with race), religion, color, national origin, ancestry, physical or mental disability, genetic information, age, sexual orientation, gender identity, gender expression, protected veteran status, uniformed service, or any other status protected by federal, state, or local laws. #mid-senior
• This position will remain open until filled.

Responsibilities

• In this role, you will partner across Marketing, Business Development, Sales Enablement, advisor leadership, operations, and technology teams to help advance a repeatable, data-driven approach to growth. Key responsibilities include:
• Analyze prospect, lead, CRM, marketing, referral, and engagement data to identify and prioritize high-value business development opportunities
• Develop and refine opportunity scoring and prioritization methods based on fit, intent, timing, advisor coverage, and revenue potential
• Translate prioritized opportunities into advisor-ready sales plays, including target lists, outreach context, recommended next actions, and relevant messaging inputs
• Partner with Marketing and Sales Enablement to align content, playbooks, positioning, and activation plans to specific opportunity types
• Route opportunities to the appropriate advisors or teams based on line of business, geography, specialization, coverage model, and relationship context
• Track advisor action, responsiveness, disposition, opportunity movement, funnel progression, and underutilized lead pools
• Identify ways to improve engagement, speed-to-lead, ownership clarity, follow-up consistency, and advisor adoption
• Establish and support a centralized performance layer across Power BI, CAPConnect, marketing systems, and relevant vendor or enrichment sources
• Define and govern source-of-truth rules, standardized metrics, and business definitions for leads, opportunities, advisor activity, campaign attribution, pipeline movement, and revenue outcomes
• Deliver leadership-ready reporting and actionable insights that connect opportunity identification, advisor activation, pipeline progression, conversion, and revenue impact
• Use performance insights and stakeholder feedback to improve targeting, segmentation, routing, sales play effectiveness, reporting routines, governance practices, and advisor-facing workflows
• Document repeatable processes, playbook patterns, and lessons learned so successful growth activities can scale across the firm
• The successful candidate will help CAPTRUST create greater visibility, consistency, and accountability across the growth engine. Success in this role may include:
• Greater advisor engagement and timely action on prioritized opportunities
• Stronger progression from lead to qualified opportunity and opportunity to win
• Improved visibility into opportunities ready for ownership, follow-up, or reactivation
• Higher confidence in CRM completeness, disposition quality, and attribution accuracy
• Broader adoption of dashboards, opportunity review routines, and advisor-ready growth plays
• Stronger leadership visibility into which growth activities are scaling well, driving impact, and warranting continued investment

Qualifications

Minimum Qualifications:

• 8+ years of professional experience in sales effectiveness, revenue operations, marketing analytics, business development operations, CRM strategy, data analytics, or a related growth-focused function
• Bachelor’s degree in business, marketing, analytics, information systems, finance, or a related field, or an equivalent combination of education and relevant experience
• Experience working with CRM platforms such as Microsoft Dynamics 365, Salesforce, or similar systems used to manage leads, opportunities, advisor activity, client relationships, or business development data
• Experience developing, interpreting, or improving reporting, dashboards, metrics, business rules, or performance measurement frameworks
• Demonstrated ability to connect strategy, data, process, and field execution in a way that drives measurable business outcomes

Preferred Qualifications:

• Experience in financial services, wealth management, retirement plan services, institutional consulting, or another highly regulated professional services environment
• Experience with Power BI, Microsoft Excel, SQL, data visualization tools, or other analytics and reporting platforms
• Experience supporting sales play development, lead scoring, opportunity routing, campaign measurement, funnel reporting, or pipeline analytics
• Familiarity with marketing automation, enrichment data, prospecting platforms, or business development intelligence tools
• Experience documenting repeatable processes, establishing governance routines, or improving data quality and reporting standards
• Strong analytical judgment with the ability to translate data into practical business recommendations and clear next steps
• Strong written and verbal communication skills, including the ability to communicate complex information in a concise, advisor-friendly, and leadership-ready manner
• Demonstrated ability to build strong cross-functional relationships and influence stakeholders without direct authority
• Demonstrated attention to detail, accountability, sound judgment, and follow-through in managing work that supports business growth
• WHAT can you expect from your career at CAPTRUST?
• Our colleagues, like our clients, tend to stay with CAPTRUST for years. There’s a reason for it; it’s a great culture in which to work and grow. We all work together, each of us motivating those around us with our commitment to high standards. At CAPTRUST, expect a fully stocked break room, fun employee events, and a quality team surrounding you with opportunities for personal growth.
• Our Employee Benefits Package shows how much we value our team. Some benefits include:
• Company discretionary bonus
• Health, dental, and vision coverage, employer 401(k) plan and company match, health savings accounts, flexible spending accounts, and voluntary supplemental plans subject to plan terms
• Company-paid benefits such as life insurance, short-term disability, and long-term disability, subject to applicable waiting periods.
• Paid time off (PTO) or Paid Sick Leave (PSL)
• WHERE will you be working?
• 4208 Six Forks Road Ste 1700 | Raleigh, North Carolina 27609
• Due to the nature of the role, this is not a remote or work from home position. However there is flexibility. #LI-onsite
• HOW do we build a world class organization one brick at a time?
• We make it a priority to hire those who have a commitment to service, a real interest in other people, and a passion to continuously improve. Simply put: the difference at CAPTRUST is the quality of our people and depth of our bench. If you are ready to make your mark, we want to talk to you.
• Are you the next brick?
• To get it done the CAPTRUST Way, an individual should exhibit the following characteristics:
• Ability to build successful, collaborative, and trusting relationships
• Instinctive aptitude for consistently creating accurate, concise, respectful, and easy-to-understand verbal and written communications conveying complex information
• A strong sense of urgency about getting work done and solving problems to achieve results that benefit our clients and colleagues, even when faced with challenges
• Inherent desire to give back to our communities and enrich the lives of those around us
• An other-centered mindset
• Integrity through maintaining objectivity
• EEO/Diversity Statement: At CAPTRUST, we are committed to building and maintaining a diverse workforce and inclusive work environment where ALL colleagues feel authentically seen, respected, and supported.
• It is our intent to maintain a work environment that is free of harassment, discrimination, or retaliation because of sex (including pregnancy, childbirth, or other related medical conditions), gender, race (including hair texture or hairstyles associated with race), religion, color, national origin, ancestry, physical or mental disability, genetic information, age, sexual orientation, gender identity, gender expression, protected veteran status, uniformed service, or any other status protected by federal, state, or local laws. #mid-senior
• This position will remain open until filled.