Head of Institutional Sales

Job Overview

The Institutional Sales Director serves as a senior ambassador for the company, building and deepening relationships across the financial services ecosystem. This role is responsible for driving sales execution, revenue growth, and market leadership within the Institutional segment, positioning the company for long-term, outsized growth.

Responsibilities

• Lead sales activities across business lines and the full product portfolio
• Partner closely with the Chief Business & Strategy Officer, Sales, and Business Development leadership to define and execute business, marketing, and product objectives across client segments
• Cultivate and manage senior-level relationships with prospective institutional clients and key stakeholders across their organizations
• Own and manage the full sales lifecycle, including prospecting, outbound outreach, initial engagement, sustained relationship development, contract negotiation, and deal execution
• Develop and execute detailed market, segment, and client growth strategies to identify asset potential and position the company for disproportionate growth relative to competitors
• Actively champion and reinforce the company’s values and culture, both internally and externally
• Collaborate cross-functionally to deliver a high-touch, “white glove” experience for clients throughout onboarding and beyond
• Maintain a deep and current understanding of the digital asset ecosystem, including token landscapes, capital markets dynamics, pricing models, competitive platforms, and evolving regulatory and compliance considerations
• Build expert-level knowledge of the company’s products, including technical architecture and client workflows related to crypto and digital asset adoption
• Communicate the company’s value proposition with clarity, credibility, and executive presence to clients, partners, and broader market participants

Requirements

• A passion for the intersection of financial services, technology, innovation, and disruption
• 5+ years of experience building, scaling, and leading sales teams at the intersection of financial services and technology
• Deep experience selling complex technology platforms, financial services products, and/or trading services into institutional financial services clients
• A proven track record of setting, leading, and consistently exceeding revenue, product, and financial targets in dynamic, evolving markets
• Genuine enthusiasm for cryptocurrencies, blockchain technology, and the broader digital asset ecosystem
• Demonstrated ability to drive consistent CRM usage across the full sales lifecycle, with a track record of leading firm-wide CRM adoption in growth environments
• Strong aptitude for thriving in a fast-paced startup environment where priorities, milestones, and dependencies evolve rapidly
• A collaborative leadership style with a demonstrated ability to build, motivate, and sustain high-performing teams and a strong team culture
• A compelling, confident, and effective communicator — both verbally and in writing
• Ability to synthesize complex and disparate inputs into clear, concise narratives for both internal and external audiences
• A reputation for being hardworking, detail-oriented, methodical, and tenacious
• A humble-expert mindset with strong intellectual curiosity, growth orientation, and performance focus
• A team-first attitude with a history of delivering first-class service and outcomes

Qualifications

• Significant amount of travel expected

Skills

• Strategic thinking
• Leadership
• Collaboration
• Communication
• CRM proficiency
• Complexity management
• Market analysis
• Product knowledge
• Client relationship management

Benefits

• Employer-provided: Medical, Dental, and Vision insurance, 401(k), life and disability insurance