Lead Strategy & Sales Enablement Senior Consultant

Overview

WHO are we looking for?

CAPTRUST is seeking a Lead Strategy & Sales Enablement Senior 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.

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

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…