About our client
Our client is one of the market leaders in the digital assets industry. They are currently looking for the Head of Institutional Sales. This role will lead and scale the firm's institutional revenue strategy across key markets. It will be responsible for building and managing relationships with institutional clients and combines strategic leadership with hands-on execution in a fast-paced environment.
Responsibilities
Sales & Revenue Leadership
- Own and drive institutional revenue targets
- Develop and execute a regional institutional sales strategy aligned with company growth objectives
- Build and manage a robust institutional sales pipeline from prospecting through deal closure
- Lead negotiations on commercial terms, pricing, and partnership structures
Client Relationship Management
- Establish and maintain long-term relationships with institutional investors, trading firms, and financial institutions
- Work closely with clients to understand their needs, investment mandates, and operational requirements
- Represent the firm at industry conferences, roadshows, and client meetings
Team Leadership & Scaling
- Build, mentor, and manage a high-performing institutional sales team
- Set KPIs, sales targets, and performance metrics for the team
- Collaborate with marketing, product, trading, and operations teams to support sales initiatives
- Contribute to hiring strategy as the institutional business scales
Product & Market Strategy
- Provide client-driven feedback to internal teams
- Stay current on product market trends, regulations, and competitive landscape
- Support go-to-market strategy for new institutional products and services
- Partner with compliance and legal teams to ensure onboarding and sales activities meet regulatory standards
Stakeholder & Internal Collaboration
- Work closely with senior leadership to shape institutional growth strategy
- Support strategic partnerships and key accounts
Requirements
- Bachelor's degree in Finance, Economics, Business, or related field
- 8+ years of experience in institutional sales, capital markets, or financial services
- Strong background in digital assets, hedge funds, asset management or financial institutions
- Proven track record of closing and managing institutional clients
- Experience selling complex financial products to investors
- Strong negotiation, communication, and relationship management skills
- Strategic mindset with hands-on execution capability
- Ability to operate in a high-growth, fast-changing environment
