Head of Institutional Sales

Position Summary

The position will be based in Australia and will be responsible for leading and executing Carlyle’s distribution strategy across the Australian market. The role will have primary responsibility for institutional investor coverage, with potential to support the wealth distribution strategy.

The individual will drive capital raising, deepen existing client relationships and identify new distribution opportunities across Australian institutional investors. Acting as Carlyle’s senior onshore distribution representative, the role will serve as a key connector between local clients and Carlyle’s global investment, product and investor relations teams to ensure coordinated, effective fundraising and long-term relationship development.

Primary Responsibilities
Key responsibilities include, among others:

• Provide leadership for Carlyle’s Australia distribution effort, with primary responsibility for institutional coverage and support into wealth channels, reporting to the Head of Carlyle Global Wealth APAC
• Shape, communicate, and execute Carlyle’s Australia fundraising and client coverage strategy, ensuring alignment with regional and global objectives.
• Translate strategic priorities into executable plans, balancing near-term fundraising delivery with longer-term franchise development.
• Directly manage key client relationships while contributing leadership and guidance across the broader APAC distribution platform.
• Leverage local market insight and expertise to inform product positioning, go-to-market and client engagement strategies across Carlyle’s private equity, credit and AlpInvest platforms.
• Build and maintain senior-level relationships with Australian superannuation funds, sovereign and official institutions, insurers and other institutional allocators.
• Deepen and expand Carlyle’s core institutional relationships across the Australian market, while identifying and developing wealth and wholesale distribution opportunities as strategic priorities evolve.
• Lead and manage complex fundraising processes including due diligence engagements, RFPs, product reviews, strategic mandates and ongoing relationship management.
• Lead and participate in client-facing initiatives, including client meetings, roadshows, conferences, investment team interactions and Australia-specific marketing and communications.
• Coordinate closely with global and regional Investor Relations, Product Specialist, Marketing, Legal and Compliance teams to ensure effective execution.
• Represent Carlyle as an ambassador in the Australian market with credibility and integrity, contributing to APAC leadership discussions on fundraising strategy, resource prioritization and growth initiatives.

Requirements
Education & Certificates

• Bachelor’s degree required.
• Advanced professional qualifications such as CFA or CAIA preferred.
• Relevant regulatory licenses in Australia, or ability to obtain required approvals.

Professional Experience

• Senior-level experience in institutional and/or wealth distribution at a global asset manager, alternative investment firm or institutional investor.
• Proven track record of raising capital across private markets, including private equity, private credit, secondaries or multi-asset solutions.
• Deep knowledge of the Australian institutional investor landscape, with established relationships across superannuation funds, consultants, insurers and sovereign or official institutions.
• Demonstrated ability to originate, structure and execute complex fundraising initiatives, including RFPs, due diligence processes and strategic mandates.
• Experience working closely with global investment, product, legal, compliance and marketing teams in a matrixed organization.

Competencies & Attributes

• Highly credible and respected salesperson with the ability to engage senior investment decision-makers.
• Strong commercial acumen with the ability to translate strategy into executable growth plans.
• Excellent communication skills, capable of articulating complex investment strategies to both sophisticated and non-specialist audiences.
• Entrepreneurial, proactive and resilient, with the ability to build and scale a market presence from the ground up.
• Collaborative team player who operates effectively across regions, functions and cultures.
• Strong organizational skills with the ability to manage multiple priorities in a dynamic, results-driven environment.
• High level of integrity, professionalism and alignment with Carlyle’s values and long-term investment philosophy.

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