Director, Institutional Sales

The institutional sales team offers a rewarding chance to develop and manage an institutional/high net worth client base. You will play a pivotal role in guiding clients from initial onboarding to their first crypto instrument and tailoring unique crypto solutions to meet their needs. If you are working with our operations team, you will collaborate with various stakeholders like sales traders, account managers, and sales managers to contribute to the growth of our expanding infrastructure.

About the Role

• As the Director of Institutional Sales, you will spearhead the institutional growth of the organization within the United States by identifying and seizing opportunities in a rapidly evolving financial landscape where traditional finance intersects with decentralized technology.

• This position is ideal for someone who thrives on taking ownership and building, as you will engage in customizing cutting-edge solutions, from credit and custody services to specialized trading instruments, by working closely with our global product teams.

Job Responsibilities

• Conduct lead generation, pitching, and onboarding of institutional clients such as trading funds, asset managers, and family offices.

• Employ consultative sales techniques to align client needs with the array of services offered by the organization, including Exchange, OTC desk, Custody solutions, and Crypto-as-a-Service (CaaS).

• Drive product innovation by identifying market gaps and collaborating internally to develop and launch new institutional-grade offerings like lending and prime brokerage services.

• Act as a representative of the organization at industry events and community gatherings to amplify brand visibility and enhance institutional presence.

• Manage the full sales cycle, from initial contact and market analysis to negotiating and finalizing complex partnership agreements.

• Maintain strong client relationships to gather feedback for product enhancement and continuously improve service offerings.

• Stay informed about market trends and competitors to ensure the organization's value proposition remains competitive.

Job Requirements

• Must have a minimum of 7 years of experience in Institutional Sales or Business Development within a growing financial environment.

• At least 5 years of specialized experience in the digital asset/Web3 space with a focus on outbound sales for Exchanges, Custodians, or Prime Brokers.

• Demonstrated network in the industry connecting with hedge funds, trading firms, banks, and asset managers.

• Proven track record of initiating and growing institutional relationships, driving revenue and volume growth.

• Excellent understanding of institutional products like OTC flows, API trading, and custodial frameworks.

• Strong communication skills to convey complex financial concepts effectively to senior executives.

• Entrepreneurial mindset with the ability to adapt to a dynamic, fast-paced environment.

Life at Organization

• Encouragement to explore new opportunities within a supportive and ambitious team.

• Proactive and transformational working environment that fosters innovation.

• Development of new skill sets for personal and professional growth.

• Collaborative work culture aimed at supporting each other to achieve collective goals.

• A cohesive team mindset driving towards the goal of making cryptocurrency accessible to all.

Benefits

• Competitively structured salary package.

• Comprehensive medical insurance coverage for self and dependents.

• Generous annual leave entitlements and flexibility in working hours.

• Opportunities for internal mobility and career advancement.

• Work perks including a Visa card provided upon joining the organization.

• Varied benefits packages based on regional requirements, details available through the talent acquisition team.

About Organization

Founded in 2016, the organization serves millions of customers worldwide with a commitment to advancing cryptocurrency adoption through innovation. Their vision is to enable "Cryptocurrency in Every Wallet™" by focusing on security, privacy, and compliance to cultivate a fair and equitable digital ecosystem.

The organization values diversity and inclusion, welcoming candidates with diverse backgrounds, perspectives, and skills to enhance their team.

Personal data collected during the recruitment process will be used solely for recruitment purposes.

Kindly note that only shortlisted candidates will be contacted, and the organization may employ AI tools for application review to assist the recruitment team effectively.