Job Description
The Role
We are seeking a Director of Sales to achieve sales goals in onboarding institutional clients to our Enterprise-grade custody and execution services offerings.
• Driving sales within Institutional segments by identifying prospective clients, building a pipeline and onboarding clients that align with our product, risk and financial priorities.
• Delivering on client acquisition and revenue-based KPIs.
• Shaping go-to-market strategies and participating in the marketplace to develop and maintain sales channels.
• Representing the voice of the market and the customer with peers and partners across our business units.
• Communicating effectively to audiences with varying levels of seniority your sales pipeline together with an understanding of finance, cryptoassets and distributed ledger technologies.
• Contributing to a climate that values and rewards contributions, drive, initiative, and achievement of results.
The Expertise and Skills You Bring
• Proven professional success in an institutional sales role at a bank, broker-dealer or other financial institution with a preference for technology-led services.
• Demonstrable understanding of institutional investors and intermediaries such as hedge funds, market-makers, brokers, corporates, banks, RIAs and Family Offices.
• Ability to quickly size up a market opportunity, understand the relevance of distribution channels, and negotiate deals.
• Experience as a financial services executive over 10+ years of institutional sales located in Boston, New York or New Jersey.
• Demonstrated understanding of technology, market, and ecosystem as it relates to cryptocurrencies, blockchain, tokenized securities, electronic execution, institutional custody, and brokerage businesses.
• Experience managing a client pipeline and driving financial results in a thoughtful and collaborative way.
• Exceptionally strong interpersonal skills in managing internal and external relationships in a proactive, energetic and customer-obsessed way.
• Comfort with the sales toolkit including experience with CRM systems and development of sales materials.
