REQUIREMENTS
Must Have:
* 3-5 years proven experience in B2B sales, business development, or account executive roles with measurable results.
* Fluent English proficiency (written and spoken) - C1/C2 level required as you'll communicate daily with US family office executives.
* Exceptional written communication skills - ability to craft compelling, professional emails that generate responses from busy decision-makers.
* Hands-on experience with sales technology: CRM systems (Salesforce, HubSpot, Pipedrive), LinkedIn Sales Navigator, email automation platforms (Instantly, Lemlist, Outreach).
* Self-directed work style with ability to manage pipeline independently and hit goals without constant oversight.
* Strong analytical mindset - comfortable tracking KPIs, conversion rates, and optimizing campaigns based on data.
* Resilience and persistence - comfortable with rejection and understands that outbound prospecting requires consistent effort through long sales cycles.
* Reliable high-speed internet connection (minimum 25mbps) and professional home office setup.
* Available to work US business hours (9am-5pm Eastern/Mountain Time zones).
Highly Preferred:
* Previous experience working remotely for US-based companies or with US/Canadian clients.
* Background in real estate, financial services, wealth management, or investment management industries.
* Familiarity with family offices, high-net-worth individuals, or institutional investors.
* Understanding of commercial real estate concepts (1031 exchanges, multifamily properties, cap rates).
* Demonstrated track record of generating 30-50+ qualified meetings annually through outbound prospecting.
* Experience with multi-channel outreach strategies (email + LinkedIn + content + events).
* Based in Mexico, Brazil, Colombia, or Argentina (for timezone and cultural alignment).
RESPONSIBILITIES
Outbound Campaign Management (40% of time)
* Design and execute systematic multi-channel outreach campaigns targeting 500+ US family offices using email, LinkedIn, and direct mail.
* Manage campaign infrastructure including CRM (for pipeline tracking), Instantly (for email sequences), and LinkedIn Sales Navigator (for social selling).
* Build and segment target lists from databases like Preqin and LinkedIn, prioritizing prospects by AUM, real estate allocation, and geographic focus.
* A/B test subject lines, messaging, and call-to-actions to optimize open rates (target: 35%+) and response rates (target: 6%+).
* Monitor campaign performance metrics daily and report weekly on emails sent/delivered, open rates, reply rates, meetings booked, and pipeline value.
* Continuously refine messaging based on prospect feedback, market trends, and competitive intelligence.
Lead Qualification & Meeting Generation (30% of time)
* Respond to all inbound email and LinkedIn replies within 4-hour SLA during business hours.
* Qualify prospects using defined criteria: decision-making authority, AUM size ($50M-$500M), real estate allocation, current/planned dispositions.
* Handle objections professionally and nurture relationships even when timing isn't immediate.
* Book qualified meetings directly to CIO's Calendly, ensuring proper context and preparation.
* Prepare detailed pre-meeting briefs for CIO including prospect background, company research, conversation history, key talking points, and potential objections.
* Achieve target of qualified meetings booked per year with 75%+ show rate.
* Follow up post-meeting with thank you notes, case studies, and next-step materials as directed.
Relationship Nurturing & Pipeline Management (15% of time)
* Maintain organized CRM with detailed notes on every interaction, updating deal stages and next actions in real time.
* Manage "not now" pipeline with systematic quarterly touchpoints to stay top-of-mind for future opportunities.
* Re-engage cold prospects after 6 months with updated messaging and new case studies.
* Build rapport with executive assistants and gatekeepers who control access to decision-makers.
* Coordinate with broker network on potential referral opportunities.
* Track win/loss reasons and provide feedback to inform strategy adjustments.
Content & Marketing Support (10% of time)
* Draft LinkedIn posts (2x per week) for CIO review highlighting market insights, case studies, and thought leadership.
* Coordinate promotion of Deal Flow podcast episodes to target audience.
* Create and distribute case studies, one-pagers, and capability statements to prospects and referral partners.
* Manage event logistics: identify target conferences, conduct pre-event outreach to schedule meetings, execute post-event follow-up sequences.
* Support webinar/content initiatives that generate inbound interest.
* Monitor engagement on social media and respond to comments/questions professionally.
Market Intelligence & Reporting (5% of time)
* Monitor family office news, leadership changes, and disposition activity that could signal buying opportunities.
* Track competitive activity and identify how other firms are positioning 1031 execution services.
* Document common objections, questions, and concerns to inform messaging refinement.
* Provide weekly written report including meetings booked, pipeline updates, campaign performance, and insights/recommendations.
* Participate in weekly strategy call with CIO to review progress and adjust tactics.
Key Performance Indicators (KPIs):
* Primary: 100+ qualified meetings generated per year.
* Email metrics: 30%+ open rate, 3%+ reply rate, 95%+ deliverability.
* Meeting metrics: 75%+ show rate, 50%+ qualification rate (meeting → opportunity).
* Pipeline metrics: 50+ qualified opportunities per year, 10+ closed mandates.
* Response time: 90%+ of replies answered within 4-hour SLA.
* CRM hygiene: 100% of interactions logged within 24 hours.
WORKING RELATIONSHIP
You will report directly to Michael Pouliot, CIO and co-founder of Carbon Real Estate Investments. Expect:
* Weekly 1:1 video calls (30-60 minutes) to review metrics, discuss strategy, and receive coaching.
* Daily asynchronous communication via Slack for quick questions and updates.
* Autonomy to manage your day-to-day execution once ramped up.
* Collaborative partnership - your insights on what's working/not working will directly shape strategy.
* Potential to grow into BD Manager role as we scale the team.
TOOLS YOU'LL USE
* CRM: Active Campaign.
* Email automation: Instantly.
* LinkedIn: Sales Navigator Premium.
* Communication: Slack, Zoom, Fathom.
* Project management: Asana and Coda.
* Design: Canva (for simple graphics).
* Scheduling: Calendly.
We'll provide licenses/accounts for all tools. No personal expense required.
SUCCESS PROFILE
You'll thrive in this role if you:
* Love the game of outbound sales - you get energized by crafting the perfect message and seeing it convert.
* Are comfortable with ambiguity - we're building this practice, so you'll help establish processes.
* Have a hunter mentality - you don't wait for leads to come to you; you go find them.
* Are metrics-obsessed - you can recite your conversion rates and love optimizing for improvement.
* Understand relationship selling - family offices buy on trust and relationships, not transactional pitches.
* Can context-switch quickly - managing multiple conversations and campaigns simultaneously.
* Write like a human, not a robot - your emails sound professional but natural, never templated.
* Stay resilient - 90% of outreach gets ignored, and that doesn't discourage you.
WHAT MAKES THIS OPPORTUNITY UNIQUE
Unlike typical BDR/SDR roles where you're a cog in a large machine:
* You'll build this function from scratch, not inherit someone else's playbook.
* Direct access to CIO - your ideas and feedback directly influence strategy.
* Meaningful compensation upside - your bonuses scale with deal closures, not just activity metrics.
* Sophisticated audience - you'll interact with ultra-high-net-worth families and their advisors.
* Real impact - your work directly drives Carbon's growth and helps families preserve generational wealth.
* Career growth - as we scale, you could manage a team of BD associates within 12-18 months.
