GTM Lead, Banks and FIs

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership and lead Utila's strategy for engaging financial institutions throughout North America, identifying target segments, Ideal Customer Profiles (ICPs), and key use cases.

• Develop and implement a partnership strategy with financial institutions, pinpointing opportunities for co-development, integration, and collaborative go-to-market initiatives.

• Foster strong relationships with key decision-makers in treasury, innovation, digital assets, and compliance roles at targeted institutions.

• Convert the buying cycles, procurement processes, and risk/compliance requirements of financial institutions into actionable go-to-market strategies, playbooks, and enablement resources for the Sales team.

• Provide support to the Sales team throughout the deal cycles with financial institutions as the segment's strategic expert, guiding account strategy, positioning, and navigation of institutional procurement and compliance procedures while the Sales team manages and finalizes deals.

• Collaborate with Product and Leadership to ensure that Utila's roadmap and positioning align with the needs of financial institutions for adopting on-chain infrastructure.

• Establish and monitor success metrics for the financial institution segment, including market coverage, partnership development, and pipeline health in close partnership with Sales leadership.

⛳️ Requirements

• 8–10+ years of experience in go-to-market strategy, sales, partnerships, or business development with a focus on financial institutions in the US, whether through selling to them, partnering with them, or working within one.

• Comprehensive understanding of the operations of financial institutions, including their organizational structures, decision-making processes, and procurement/compliance requirements.

• A proven record of influencing how companies succeed with financial institutions, with in-depth knowledge of their buying cycles, ICPs, and the factors driving the adoption of new infrastructure.

• Experience in developing and executing partnership strategies with banks or other regulated financial entities.

• Strong knowledge of on-chain primitives, such as stablecoins, tokenized deposits, and tokenized assets, and insights into how financial institutions are engaging with them.

• A solid understanding of the foundational infrastructure, including custody, wallets, settlement, and security models that support institutional digital asset operations.

• Capability to translate complex technologies into clear business value for risk-aware institutional buyers, equipping sales teams to do the same.

• A high level of ownership, autonomy, and an execution-oriented mindset, with a comfort level in a fast-paced startup environment.

• An in-depth understanding of the operations of regional, community, and tier 1 banks at all levels.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Opportunities for professional development and growth.

• A dynamic and collaborative work environment.

• Competitive salary and performance-based incentives.