Director of Institutional Sales

Job Description

REQUIREMENTS

• Bachelor’s degree in Finance, Economics, Business Administration, or a related field; MBA or advanced degree preferred.
• 8+ years of experience in Institutional Sales, Capital Markets, Prime Brokerage, Investment Banking, Trading, FinTech, Digital Assets, or Financial Services.
• Demonstrated experience developing and managing sophisticated institutional client relationships.
• Existing relationships across hedge funds, asset managers, family offices, trading firms, banks, or other institutional investors are highly desirable.
• Strong understanding of capital markets and institutional trading.
• Knowledge of cryptocurrency, blockchain, digital asset markets, custody, financing, and institutional trading infrastructure.
• Familiarity with spot markets, derivatives, OTC trading, liquidity, and prime brokerage solutions.
• Strong commercial negotiation and relationship-management skills.
• Excellent executive communication and presentation abilities.
• Ability to operate effectively within a rapidly evolving financial and regulatory environment.
• Willingness to travel for client meetings and industry events as required.

RESPONSIBILITES

Institutional Client Development

• Identify, develop, and manage relationships with institutional investors across the digital asset and traditional financial markets.
• Build relationships with hedge funds, asset managers, family offices, trading firms, banks, fintech companies, and other institutional clients.
• Develop a strong pipeline of prospective institutional accounts and convert qualified opportunities into long-term client relationships.
• Expand relationships with existing clients and identify opportunities for additional products and services.
• Engage with portfolio managers, traders, CIOs, CFOs, treasury teams, and other senior decision-makers.

Digital Asset & Prime Brokerage Sales

• Represent institutional solutions across digital asset trading, financing, custody, liquidity, and prime brokerage.
• Work with clients to understand their investment, execution, liquidity, financing, and risk-management requirements.
• Develop customized solutions for sophisticated institutional clients.
• Support institutional adoption of spot, derivatives, financing, and other digital asset products.
• Partner with trading and product teams to deliver appropriate solutions based on client requirements.

Revenue & Business Growth

• Develop and execute institutional sales strategies designed to increase revenue and market penetration.
• Establish and manage sales targets, pipeline metrics, and account-development objectives.
• Identify opportunities to enter new institutional client segments and markets.
• Monitor client activity and identify opportunities for cross-selling and relationship expansion.
• Provide revenue forecasts and pipeline updates to senior leadership.

Strategic Relationship Management

• Develop long-term relationships with senior executives and investment professionals across traditional finance and digital assets.
• Represent the organization at institutional investor meetings, industry conferences, and digital asset events.
• Build relationships with strategic partners and other participants across the institutional financial ecosystem.
• Serve as a trusted commercial contact for key institutional clients.

Cross-Functional Collaboration

• Work closely with Trading, Markets, Product, Risk, Compliance, Legal, Finance, Operations, and Engineering teams.
• Coordinate client onboarding and ensure institutional relationships meet applicable compliance and risk requirements.
• Provide market and client feedback to Product and Trading teams.
• Support development of new institutional products and services based on client demand.
• Collaborate with senior management on strategic growth initiatives.

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