Director Of Capital Formation & Investor Relations
Wellings Capital, Lynchburg, VA, United States
Wellings Capital is a real estate private equity firm based in Central Virginia with over $500 million of AUM and over $215 million of investor equity under management. We are dedicated to helping investors protect and grow their wealth through private commercial real estate. Our vision is to provide multi‑generational financial security for our investors while living by our core values (https://www.wellingscapital.com/about)
Location Lynchburg, VA preferred. Remote candidates will be considered, with an expectation of regular on‑site presence in Lynchburg (typically 2‑4 days per month, plus additional travel for conferences and key investor meetings as needed). Travel costs covered by Wellings Capital. Relocation assistance available.
Position Type Full‑Time, Salaried
Position Overview The Director of Capital Formation & Investor Relations owns fundraising and investor experience for Wellings Capital and will report to the Managing Partner. This leader will convert inbound demand into committed capital, expand current lead channels, build new lead channels, and ensure existing investors receive world‑class service that drives repeat investments.
You will lead the fundraising pipeline end‑to‑end using HubSpot, run investor calls and meetings, and manage one IR Associate to ensure responsiveness, follow‑up discipline, and operational excellence. You’ll work closely with the Partners and internal team to maintain consistent messaging, compliance discipline, and a best‑in‑class investor journey.
This role is primarily focused on capital formation (sales/hunter), with investor relations (retention/service) supported by internal team members. The role also owns the narrative and effectiveness of fundraising materials (deck narrative, webinar materials, and investor‑facing collateral) while leveraging internal resources for build/formatting so prime hours stay focused on investor conversations and closing.
Responsibilities First 120 days
30 days: Audit CRM + funnel; implement stage definitions + follow‑up SLAs; deliver a fundraising operating system plan (cadence, scripts, templates, KPIs)
60 days: Lead calls independently; establish weekly pipeline meeting; improve speed‑to‑lead and follow‑up completion; publish first KPI dashboard
90 days: Demonstrate consistent weekly rhythm (calls, follow‑ups, next steps, closes); launch segmented existing‑investor touch program
120 days: Launch channel plan for new channels; implement closed‑loop "why we lost/why they didn’t reinvest" monthly report
Ongoing
Own fundraising targets and execution across funds and co‑investments/sidecars
Lead investor calls (prospects + existing) and drive clear next steps toward commitment
Maintain fast response times and tight follow‑up discipline; ensure no qualified lead drops
Improve conversion through better narratives, objections handling, and a smoother diligence/subscription process
Build and manage relationships with RIAs, broker‑dealers, family office contacts, and referral partners
Create a channel strategy: target segments, outreach plan, partner onboarding, ongoing touch cadence
Represent Wellings at select conferences/events; generate qualified introductions and track ROI
Gather referrals from current investors and personal network
Own a segmented touch strategy (top investors, likely repeat investors, advisors, newer investors)
Ensure expectations are set pre‑investment (illiquidity, tax complexity, reporting cadence, risk)
Partner internally to improve investor communications: webinars, reporting, FAQs, and follow‑ups
Own CRM hygiene and reporting: stage definitions, SLAs, activity standards, close rates, and cycle time
Manage and develop one IR Associate: weekly 1:1s, KPIs, coaching, and quality control on investor communications
Maintain up to date knowledge and expertise on Wellings Capital investments and the industry/market overall
Qualifications
5+ years of fundraising/sales/relationship management in alternatives, wealth management, private banking, or similar (HNW/UHNW and/or advisors)
Demonstrated ability to prospect and close (hunter mentality + consultative selling)
Strong written and verbal communicator; can run investor conversations with credibility and composure and ask directly for commitment
Process‑driven: CRM discipline, follow‑up rigor, KPIs
Commercial real estate familiarity preferred
Experience working with family offices and RIAs is a plus
Strong servant‑leadership qualities; ability to build rapport and trust with clients and internal team members
Compensation
Base salary: $175,000‑$225,000 per year (depending on experience, skills, and qualifications)
Annual Bonus: Target bonus of 50% of base (uncapped for exceptional performance), based on contribution and company performance
Carried Interest: Eligible for participation in the firm’s carried interest program
Relocation Support: Available
Benefits
100% company‑paid health, dental, and vision insurance (employee‑only)
401(k) with company match
Three weeks (15 days) paid vacation plus additional sick time
10 paid, flexible holidays
Annual vacation bonus of $1,000 for taking five consecutive days fully unplugged from work
Equipment allowance and annual learning/development budget
Hybrid flexibility once established in the role
Wellings Capital is an equal opportunity employer. We do not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.
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Location Lynchburg, VA preferred. Remote candidates will be considered, with an expectation of regular on‑site presence in Lynchburg (typically 2‑4 days per month, plus additional travel for conferences and key investor meetings as needed). Travel costs covered by Wellings Capital. Relocation assistance available.
Position Type Full‑Time, Salaried
Position Overview The Director of Capital Formation & Investor Relations owns fundraising and investor experience for Wellings Capital and will report to the Managing Partner. This leader will convert inbound demand into committed capital, expand current lead channels, build new lead channels, and ensure existing investors receive world‑class service that drives repeat investments.
You will lead the fundraising pipeline end‑to‑end using HubSpot, run investor calls and meetings, and manage one IR Associate to ensure responsiveness, follow‑up discipline, and operational excellence. You’ll work closely with the Partners and internal team to maintain consistent messaging, compliance discipline, and a best‑in‑class investor journey.
This role is primarily focused on capital formation (sales/hunter), with investor relations (retention/service) supported by internal team members. The role also owns the narrative and effectiveness of fundraising materials (deck narrative, webinar materials, and investor‑facing collateral) while leveraging internal resources for build/formatting so prime hours stay focused on investor conversations and closing.
Responsibilities First 120 days
30 days: Audit CRM + funnel; implement stage definitions + follow‑up SLAs; deliver a fundraising operating system plan (cadence, scripts, templates, KPIs)
60 days: Lead calls independently; establish weekly pipeline meeting; improve speed‑to‑lead and follow‑up completion; publish first KPI dashboard
90 days: Demonstrate consistent weekly rhythm (calls, follow‑ups, next steps, closes); launch segmented existing‑investor touch program
120 days: Launch channel plan for new channels; implement closed‑loop "why we lost/why they didn’t reinvest" monthly report
Ongoing
Own fundraising targets and execution across funds and co‑investments/sidecars
Lead investor calls (prospects + existing) and drive clear next steps toward commitment
Maintain fast response times and tight follow‑up discipline; ensure no qualified lead drops
Improve conversion through better narratives, objections handling, and a smoother diligence/subscription process
Build and manage relationships with RIAs, broker‑dealers, family office contacts, and referral partners
Create a channel strategy: target segments, outreach plan, partner onboarding, ongoing touch cadence
Represent Wellings at select conferences/events; generate qualified introductions and track ROI
Gather referrals from current investors and personal network
Own a segmented touch strategy (top investors, likely repeat investors, advisors, newer investors)
Ensure expectations are set pre‑investment (illiquidity, tax complexity, reporting cadence, risk)
Partner internally to improve investor communications: webinars, reporting, FAQs, and follow‑ups
Own CRM hygiene and reporting: stage definitions, SLAs, activity standards, close rates, and cycle time
Manage and develop one IR Associate: weekly 1:1s, KPIs, coaching, and quality control on investor communications
Maintain up to date knowledge and expertise on Wellings Capital investments and the industry/market overall
Qualifications
5+ years of fundraising/sales/relationship management in alternatives, wealth management, private banking, or similar (HNW/UHNW and/or advisors)
Demonstrated ability to prospect and close (hunter mentality + consultative selling)
Strong written and verbal communicator; can run investor conversations with credibility and composure and ask directly for commitment
Process‑driven: CRM discipline, follow‑up rigor, KPIs
Commercial real estate familiarity preferred
Experience working with family offices and RIAs is a plus
Strong servant‑leadership qualities; ability to build rapport and trust with clients and internal team members
Compensation
Base salary: $175,000‑$225,000 per year (depending on experience, skills, and qualifications)
Annual Bonus: Target bonus of 50% of base (uncapped for exceptional performance), based on contribution and company performance
Carried Interest: Eligible for participation in the firm’s carried interest program
Relocation Support: Available
Benefits
100% company‑paid health, dental, and vision insurance (employee‑only)
401(k) with company match
Three weeks (15 days) paid vacation plus additional sick time
10 paid, flexible holidays
Annual vacation bonus of $1,000 for taking five consecutive days fully unplugged from work
Equipment allowance and annual learning/development budget
Hybrid flexibility once established in the role
Wellings Capital is an equal opportunity employer. We do not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.
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