Growth and Strategy Lead, Custody

At Anchorage Digital, our focus is on developing the most advanced digital asset platform for institutions to engage in the crypto market. We cater to institutional clients by offering services such as custody, staking, trading, governance, settlement, and top-tier security infrastructure through various entities including Anchorage Digital Bank N.A.

Our well-funded company, backed by prominent institutions like Andreessen Horowitz and Goldman Sachs, has experienced rapid growth since our founding in 2017 in San Francisco. With offices in multiple locations, we are continuously expanding our presence in the digital asset industry.

We are seeking a strategic and outcome-driven leader to spearhead client acquisition strategies, coordinate interdepartmental efforts, and influence the development of crypto custody solutions for institutional clients. Reporting to the Head of Custody, the Growth and Strategy Lead role requires leveraging market insights, forging key partnerships, and creating a definitive playbook for success in emerging market segments. Collaboration with Marketing, Product, and Policy teams is crucial to establish the company as a trusted partner within the institutional market landscape.

Here are the key areas where this role will contribute:

Essential Skills:

• In-depth expertise in crypto custody platforms and familiarity with institutional workflows, compliance requirements, and operational aspects.
• Proficiency in financial modeling and analytics to evaluate client opportunities and design tailored solutions for mutual benefit.
• Experience with CRM tools and market intelligence resources to enhance client outreach strategies.

Role Scope and Impact:

• Formulate and execute a targeted Go-To-Market (GTM) strategy to expand the institutional client base within family offices, corporations, pensions, and endowments in the crypto custody domain.
• Direct the implementation of client pilot programs in collaboration with Product and Operations units.
• Co-create educational content and whitepapers with Marketing and Policy departments to address concerns like compliance, scalability, and asset diversification for institutional clients.
• Identify and prioritize key markets by leveraging early-stage research efforts across global regions.

Internal Collaborations:

• Work closely with the Sales team to devise a cohesive client engagement strategy that maximizes impact without duplication.
• Provide regular insights to the Head of Custody on market trends and potential growth opportunities.
• Partner with internal teams to map out client lifecycles, translating traditional finance practices into crypto custody requirements.

Communication and Influence:

• Engage with government representatives to cultivate relationships and position the company as a credible solution provider.
• Represent the company at high-profile events, tailoring narratives to suit specific client segments such as pensions, family offices, and corporations.

Qualifications for the Role:

• 8-10 years of experience in business development, partnerships, or strategic sales, with a strong background in crypto custody solutions.
• Demonstrated success in formulating and executing client acquisition strategies and expanding a diverse clientele within the crypto and financial services sectors.
• Outstanding relationship-building skills with the ability to engage stakeholders across various organizational levels.
• Proficiency in analyzing opportunities and structuring mutually beneficial partnerships with a keen eye for financial details.
• Exceptional organizational skills, self-motivation, and the capability to manage multiple initiatives efficiently in a dynamic environment.

Desirable Skills:

• Appreciation for impactful storytelling exemplified in works like the soundtrack to Hamilton, with a historical narrative theme. :)

About Anchorage Digital: Our Working Culture

At Anchorage Digital, our team, known as the Anchorage Village, comprises experts from diverse fields including platform security, financial services, and distributed ledger technology. With a workforce of over 300 members, we are united in our pursuit of reinventing finance by providing a secure foundation for value exchange in the evolving global digital economy.

Anchorage Digital advocates for a welcoming and inclusive workplace where everyone feels respected and supported, irrespective of their background or identity. We embrace our differences, believing that openness about our individualities enables us to achieve our best work.

Anchorage Digital is committed to fostering equal opportunities in employment, promoting diversity, and respecting all employees regardless of factors such as race, gender, age, or veteran status. Qualified applicants are considered fairly without discrimination based on past criminal history where appropriately regulated.

Protecting the privacy rights of our stakeholders is a paramount concern at Anchorage Digital, where maintaining confidentiality and ensuring trust in handling personal and financial information remains a core value.