Director, RecordKeeper & Financial Institution Sales

About Us Capitalize is building critical infrastructure for the $20 trillion retirement savings market with scalable technology and a world-class team. We’re bringing a digital, API-first approach to modernize the $1 trillion in retirement account transfers and rollovers that happen annually. By doing so, we’re helping the almost 20 million Americans who change jobs each year with a 401(k) do the right thing with their assets. Our Enterprise offering includes a full suite of APIs used by leading financial institutions such as Robinhood, Morgan Stanley, SoFi, TIAA, and many more. Our Advisor offering helps wealth management firms and advisors leverage that same technology, helping end-users seamlessly find and consolidate their retirement savings into one account. We’ve raised $35mm+ from leading venture capital investors including RRE Ventures, Canapi Ventures, Greycroft, and others, and we’ve been recognized as one of TIME’s 100 Best Inventions, one of the Most Innovative Companies in America by Fast Company, and by Forbes as one of the Top 50 Fintech Companies in the US for several years running. The Opportunity Recordkeepers have a significant opportunity to grow and retain retirement assets by making it easier for participants to move money. Yet roll-ins, rollovers, and account consolidation remain fragmented, manual, and operationally complex. Capitalize provides the technology and supporting operations to streamline these journeys, improve the participant experience, and help retirement providers capture more assets while reducing friction. We're looking for a Director, Recordkeeper Sales to grow our business with 401(k) recordkeepers and retirement plan providers. You'll build relationships with senior decision-makers, originate and close strategic enterprise opportunities, and help refine the go-to-market approach for this important market. We're looking for a hands-on seller with strong existing relationships in the recordkeeper ecosystem: someone who knows how these institutions operate, can open doors and develop internal champions, and is comfortable navigating complex sales cycles. The role reports directly to our Chief Commercial Officer and will work closely with our Marketing, Customer Success, Product, Engineering, Operations, and executive teams.

What You’ll Do

• Own the recordkeeper sales process. Build your own pipeline through existing industry relationships, targeted outbound prospecting, strategic account planning, and industry events. Manage opportunities from initial discovery through solution evaluation, negotiation, and signed contract.

• Develop deep account strategies. Identify economic buyers, champions, and stakeholders across retirement product, business development, participant experience, operations, technology, compliance, and procurement. Understand each prospect's priorities, decision process, and path to launch.

• Build a compelling commercial case. Quantify the opportunity around retirement asset growth, inbound roll-ins, participant engagement, operational efficiency, and—where relevant—plan-to-IRA rollovers and asset retention.

• Lead complex enterprise partnerships. Work with Product, Engineering, Operations, and Customer Success to shape integration requirements, scope solutions, address diligence questions, and support a successful transition from sale through implementation.

• Represent Capitalize in the market. Build relationships across the retirement industry and travel for high-value customer meetings, conferences, and relevant industry events.

What You’ll Bring

• Significant experience in quota-carrying B2B enterprise sales, with a demonstrated track record of originating and closing complex, strategic deals.

• Direct experience selling into the defined-contribution recordkeeper market, ideally technology, infrastructure, connectivity, or other solutions sold to retirement plan providers.

• An active network of relationships at recordkeepers, including the ability to connect with senior stakeholders and turn those relationships into commercial opportunities.

• Strong understanding of recordkeeper business models and priorities, including participant experience, assets under administration, roll-ins, rollovers, and operational efficiency.

• Ability to navigate enterprise buying processes involving multiple stakeholders, technical integrations, security, compliance, legal, and procurement.

• A hunter mentality and strong ownership. You're willing to create your own pipeline, drive deals personally, and operate without a large sales operations organization.

• Experience in an early-stage or growth-stage company, or a clear track record of building a new business or sales motion with an entrepreneurial, hands-on approach.

Benefits We Offer

• Competitive compensation and equity in the company

• Medical, dental, and vision insurance, with 100% premium covered for staff and 50% for dependents

• 401(k) plan access

• Unlimited paid time off

• 12 weeks of fully-paid parental leave Note: This role is hybrid based in New York City, with a requirement of at least three days per week in the office.