Head of Capital Formation

Airtree is the reference investor for the iconic technology companies emerging from Australia and New Zealand. Our venture and growth portfolios comprise 120+ startups and include 9 of the top 10 most valuable private technology companies in the region — Canva, Airwallex, Employment Hero, Linktree, Go1, Eucalyptus, SafetyCulture, Immutable and many more.

We manage over $2bn across five fund vintages. Our investor base has evolved from Australian family offices and super funds to include some of the world's largest university endowments, sovereigns, fund-of-funds, insurance companies and pension funds across the US, Europe and Asia. About two-thirds of our most recent $650m raise came from tier-one global institutional investors — many backing Australian venture for the first time.

This is a senior, high-impact role. You'll own the top of the fundraising funnel — building pipeline, leading senior LP conversations, and setting up our Partners to close. You'll lead an Investor Relations Manager who handles CRM, operations, roadshow logistics, and investor communications.

We’re open to a range of backgrounds. We're looking for an exceptional relationship-builder with a strong sales or business development background, a genuine passion for the tech startup ecosystem, and the drive to learn the mechanics of institutional fundraising. If you've spent your career earning trust, opening doors, and moving complex deals forward — we want to talk to you.

• Own Airtree's fundraising strategy across future fund vintages — setting targets, sequencing, and positioning.
• Develop and pre-qualify a pipeline of high-quality institutional LPs aligned with Airtree's long-term, partnership-driven approach to venture and growth investing.
• Lead initial meetings with prospective investors — clearly articulating our strategy, track record, and vision.
• Conduct thoughtful discovery to understand investor motivations and tailor conversations accordingly.
• Identify and engage new international growth investors to expand Airtree's global LP base.

• Be the primary relationship holder for Airtree's most important existing and prospective LPs — building trust, deepening engagement, and ensuring they feel connected to our story between fundraises.
• Build and maintain strategic account plans for key institutional relationships.
• Represent Airtree at global LP conferences, industry events, and one-on-one meetings.
• Design the engagement strategy for existing LPs — shaping the cadence, content, and format of how we stay in touch (with execution supported by the IR Manager).

• Work hand-in-hand with the Partners, briefing them ahead of key LP meetings and handing over qualified opportunities to close.
• Provide market intelligence and LP feedback that sharpens Airtree's fundraising positioning.
• Align closely with the IR Manager, finance, and fund strategy functions to ensure fundraising runs smoothly.
• Set direction and priorities for the IR Manager, ensuring operational excellence across CRM, data rooms, roadshow logistics, and investor materials.

• Proven relationship-builder. You have a track record of earning trust with senior stakeholders and managing complex, long-cycle relationships. People take your call.
• Strong sales or BD DNA. You've sold services, partnerships, or complex solutions to sophisticated buyers — and you know how to build and manage a pipeline.
• Passion for tech and startups. You're genuinely excited about the technology ecosystem. You follow the space, you understand what founders are building, and you want to be part of accelerating it in ANZ.
• Exceptional communicator. Superb written, visual, and verbal skills. You can distill complexity into clarity and tailor your message for any audience.
• Strategic thinker. You see the big picture — you can map an investor landscape, identify the right targets, and build a plan to get in front of them.
• Team-first mindset. You measure success by collective outcomes, not personal wins. You over-communicate, collaborate naturally, and make the people around you better.
• High initiative and drive. You're resourceful, self-directed, and thrive in a fast-paced environment.
• Willingness to travel regularly — domestically and internationally.

• Experience raising institutional capital or leading investor relations within VC, PE, or adjacent asset classes.
• Existing relationships within the global LP community.
• Familiarity with private capital fund structures and LP dynamics (you'll learn this quickly if you don't have it).

We're open to exceptional candidates from a range of backgrounds, including:

• Private-capital structures, LP motivations, and fund dynamics.
• Enterprise or B2B Sales — particularly selling services or complex solutions to institutional or sophisticated buyers.
• Tech Partnerships or Business Development — building and managing high-value strategic relationships.
• Startup Founders or Operators — with commercial experience and a knack for storytelling and stakeholder management.
• Investor Relations or Fundraising — within VC, PE, or alternative asset managers.
• Investment Banking, Capital Markets, or Institutional Sales — transitioning into a capital formation role.

Airtree’s headquarter is based in Sydney, but our team enjoys a flexible (WFH days), supportive and family-friendly work environment.

We also offer:

• 5 weeks of leave: 4 weeks annual leave plus 1 bonus week of lifestyle and well-being leave.
• An annual budget for your training & self-development.
• A range of health and wellness benefits including EAP, mental health first aid training, skin checks, flu vaccines and more.

We celebrate and value diversity and are committed to being equitable and inclusive in the way we hire and work together.

Therefore, we strongly encourage you to apply even if you are not sure you fit all of the criteria we've mentioned above. All of our roles involve a range of skill sets and we recognise that everyone has different strengths and experiences that can add value to our team.