Head of Institutional Sales and Capital Markets

6 days ago

New York, New York, United States Pagaya Full time
About the Role

We are seeking a seasoned professional to lead our Institutional Sales and Capital Markets efforts. As the Head of Institutional Sales and Capital Markets, you will play a critical role in shaping our capital markets funding and financing strategy, as well as serving as the key senior member of the team on investor relations.

Key Responsibilities
  • Develop and Execute Institutional Sales Strategy: Build, manage, and define Pagaya's Institutional sales strategy that fits with our various product lines/asset classes.
  • Access Capital and Liquidity: Develop innovative solutions to help access capital and liquidity.
  • Sourcing and Developing Capital: Sourcing and developing a diverse pipeline of capital from various sources, such as pensions, endowments, family offices, insurance firms, banks, credit unions, and asset managers.
  • Convert Pipeline into Executed Deals: Convert the pipeline into executed capital deals across a range of structures, including whole loan forward flow agreements, pass-through purchases, joint ventures, separately managed accounts (SMAs), Limited Partner stakes in our captive fund, and other creative arrangements.
  • Partner with Deal Teams: Partner with deal teams to advise investor strategy relating to securitization across asset classes.
  • Develop and Maintain Marketing Materials: Develop and maintain marketing materials for investors, including newsletters, white papers, and annual letters/memos.
  • Orchestrate Institutional Investor Roadshows: Orchestrate institutional investor roadshows, including creating and managing deal marketing.
  • Maintain Strong Relationships: Maintain strong relationships with our banking partners, including our lending partners and depository institutions.
  • Create Processes: Create processes across Pagaya, our banking partners, and our capital markets partners providers to run efficiently with minimal errors.
  • Partner with Cross-Functional Teams: Partner with Legal, Compliance, Product, Partnerships, and Finance teams to ensure cross-collaboration to drive capital market strategies successfully.
  • Support Contract Negotiations: Support contract negotiations and help drive end-to-end launch execution with partner.
Requirements
  • 15+ Years of Experience: 15+ years experience, senior-level experience in structured finance, including sourcing, structuring, and executing deals with various types of asset investors for consumer structured products.
  • Established Relationships: Deeply established relationships - and ongoing client-relationship building - with financing partners and institutional investors, encompassing pensions, endowments, family offices, insurance firms, banks, credit unions, and asset managers.
  • Sales Process Management: Outstanding sales process management skills, with a proven track record in sourcing, negotiation, and deal closure.
  • Intellectual Flexibility: Intellectual flexibility, creativity, and the ability to conceptualize, execute, and communicate innovative solutions to build a sustainable funding model.
  • Knowledge of Private Capital Investors: Knowledge of private capital investors, market structures, new issue products, corporate finance, and market trends.
  • Confidence in Pitching Ideas: Confidence in pitching ideas and deals to buy side accounts.
  • Ability to Navigate a Dynamic Environment: Ability to navigate a dynamic and fast-paced environment in an organized manner.
  • Track Record of Building Relationships: A track record of building relationships and successfully securitization transactions, influencing organizational change, and an ability to synthesize and complete complex problems.
  • Clear Communication: Clear communication, structured thinking, organization and project management skills.
  • Strong Collaborator: Strong collaborator who can build relationships across the organization.

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