Head of Institutional Sales

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

📋 Description

• Act as a senior representative for the organization, fostering and enhancing relationships within the financial services ecosystem.

• Propel sales execution, revenue enhancement, and market leadership in the Institutional segment.

• Oversee sales initiatives across various business lines and the complete product portfolio.

• Collaborate closely with the Chief Business & Strategy Officer, Sales, and Business Development leaders to establish and implement business, marketing, and product goals across client segments.

• Develop and nurture senior-level connections with prospective institutional clients and key stakeholders within their organizations.

• Take ownership of the entire sales lifecycle, covering prospecting, outbound outreach, initial engagement, ongoing relationship development, contract negotiation, and deal closure.

• Create and implement comprehensive market, segment, and client growth strategies to uncover asset potential and position the company for significant growth compared to competitors.

• Actively promote and uphold the company’s values and culture, both internally and externally.

• Work collaboratively across functions to provide a high-touch, “white glove” experience for clients throughout the onboarding process and beyond.

• Maintain a thorough and up-to-date understanding of the digital asset ecosystem, including token landscapes, capital markets dynamics, pricing models, and evolving regulatory and compliance frameworks.

• Acquire expert-level knowledge of the company’s products, including the technical architecture and client workflows associated with crypto and digital asset adoption.

• Articulate the company’s value proposition with clarity, credibility, and executive presence to clients, partners, and the broader market participants.

⛳️ Requirements

• Over 5 years of experience in building, scaling, and leading sales teams at the convergence of financial services and technology.

• Extensive experience in selling complex technology platforms, financial services products, and/or trading services to institutional financial services clients.

• Proven history of establishing, leading, and consistently surpassing revenue, product, and financial objectives in dynamic and evolving markets.

• Genuine passion for cryptocurrencies, blockchain technology, and the broader digital asset ecosystem.

• Demonstrated capability in driving consistent CRM utilization throughout the entire sales lifecycle, with a track record of spearheading firm-wide CRM adoption in growth settings.

• Strong inclination for thriving in a fast-paced startup environment where priorities, milestones, and dependencies change rapidly.

• Collaborative leadership approach with a proven ability to build, motivate, and maintain high-performing teams and a robust team culture.

• Engaging, confident, and effective communicator — both verbally and in writing.

• Ability to synthesize complex and varied inputs into clear, concise narratives for both internal and external audiences.

• Known for being diligent, detail-oriented, methodical, and persistent.

• Humble-expert mindset with a strong intellectual curiosity, growth orientation, and performance focus.

• Team-oriented attitude with a track record of delivering exceptional service and results.

• Significant travel is anticipated.

🏝️ Benefits

• Medical, Dental, and Vision insurance.

• 401(k).

• Life and disability insurance.