Director – Institutional Sales Management

Overview 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 ponsibilities

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…