Director, Institutional Sales

Overview of Department

Baillie Gifford’s business depends on providing our clients with excellent long term investment performance and first class client service. The Clients Department is responsible for liaising with our existing clients and developing relationships to attract potential new clients. Specifically, our Client Contacts seek to build excellent relationships by understanding their client's specific needs. In order to do this, Client contacts need to develop a detailed investment and portfolio knowledge and be proactive and responsive, which allows our investors to focus on investing. The Clients Department functions as a number of small teams working together to provide our clients with the highest possible level of customer service.

Key Responsibilities

• Develop and execute a strategic business plan for expanding Baillie Gifford’s public and private companies strategies across the U.S. institutional channel with a focus on the West and Midwest regions
• Exhibit an intense and tenacious level of activity to source new leads and deepen existing client relationships
• Identify, secure, and close new institutional relationships and mandates across the firm’s public and private companies suite.
• Capture and deliver investor feedback internally to inform new product development ideas.
• Selectively attend conferences and industry events to increase prospective meetings and amplify the Baillie Gifford brand in the U.S. institutional channel.
• Partner closely with colleagues across sales, consultant relations, investor relations, and investments, sharing ideas, best practices, and relationships in order to maximize individual and team success.
• Serve as a culture carrier, trusted colleague, and informal mentor.
• Maintain and expand investment knowledge, through self-driven research as well as portfolio discussions within the team
• Ensure high level of collaboration through internal engagement with other departments.
• Make a valuable contribution to knowledge sharing within the firm.
• Actively participate in internal product groups, projects and/or development of staff as appropriate

Knowledge, Skills and Experience

Qualifications

• Undergraduate Degree preferred

Experience and knowledge:

• 10+ years of experience selling to sophisticated institutional investors across client types (Corporate and Public Pensions, Endowments, Foundations, Family Offices and Insurers)
• Must have existing relationships with Institutional clients within the West and/or Mid region(s)
• Strong investment knowledge and the ability to discuss investment strategies, portfolios and market developments with sophisticated audiences
• Sound commercial judgement and track record of identifying, developing or influencing new business opportunities
• Possess a creative and disciplined approach to cultivating and deepening new and existing relationships
• The ability to gather market intelligence and use it appropriately to strengthen internal priorities, positioning and decision-making.
• Experience influencing and collaborating across teams
• Strong presentation and communication skills, including the ability to represent the firm confidently with senior audiences.
• Evidence of contributing to team development, strategic initiatives, product work or knowledge sharing.
• FINRA 7 and 63 licenses required (must be taken within 6 months)

Critical Skills

• Team Working
• Nurture Relationships
• Storytelling
• Adaptability
• Digital Effectiveness

The good-faith expected base salary range for this role is $275,000 - $325,000 per year, depending on factors including but not limited to the individual’s experience, skills and qualifications. In addition to base salary, this role is eligible for an annual discretionary bonus and a comprehensive employer-paid benefits package including medical, dental, vision, short- and long-term disability coverage, 401(k) plan and paid time off.

Job Title

Director, Institutional Sales

Department

Client Facing-North America-USA

Purpose of Role

The Client Relationship Director will be responsible for developing and deepening client relationships across the North America institutional market on behalf of the firm’s full suite of leading investment capabilities spanning Emerging Market, Domestic, International, and Global Public and Private Companies. Their territory focus will include portions of the West and/or Midwest regions.

The role will represent Baillie Gifford's investment capabilities and broader proposition with credibility and judgement, ensuring consultants have a deep and current understanding of the firm and our strategies.

Working closely with colleagues across our global Consultant Relations team, Investments and the wider Clients Department, this role will identify and develop opportunities and bring high-quality market intelligence back into the firm. This role will also contribute to the development of the US Institutional Sales strategy.

The Type of Candidate We’re Looking For

You will bring a strong understanding of institutional investors, with the ability to build trusted relationships with sophisticated clients and prospects. You will be intellectually curious about investment, clients and the broader institutional landscape, and able to form well-reasoned views from a wide range of information. You will be credible, confident and engaging with senior external audiences, with the judgement to adapt your approach to different clients and circumstances.

You will be able to quickly develop a strong understanding of Baillie Gifford, our investment capabilities and our approach to serving clients, while building effective relationships across various teams. You will exercise sound commercial judgement about where to focus time and resources, when to challenge and when to draw on expertise from colleagues across the firm.

You will be highly collaborative and able to influence across the organization, bringing colleagues together around client opportunities and priorities. At the same time, you will be comfortable taking ownership, operating with ambiguity and representing Baillie Gifford externally with maturity, credibility and good judgement.

Closing Date

November 12, 2026

Should you choose to use AI tools to support your application, we ask that you do this thoughtfully. We encourage you to ensure your application reflects your own voice, experience, and motivations. We value authenticity and want to understand your individual strengths and perspectives.

At Baillie Gifford, we are committed to fostering an inclusive and respectful culture in which each of our colleagues can thrive and develop. We believe that our clients are best served by a diverse workforce with the experiences, ideas and perspectives that this brings.

If you are currently working at Baillie Gifford as an employee or contractor please apply to this job from the firm's Workday internal career site.