Company Overview
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.
