Institutional Sales Director (Digital Assets)

Overview

We are seeking an Institutional Sales Director (Digital Assets) to drive revenue growth across institutional clients, including asset managers, hedge funds, family offices, banks, brokers and fintech partners. You will originate, structure and close complex opportunities across spot, derivatives, custody, lending/borrowing, staking and tokenisation-related solutions, while collaborating closely with trading, product, risk, legal and compliance teams.

Key Responsibilities

• Own and deliver institutional sales targets, pipeline management and accurate forecasting.
• Identify, qualify and win new institutional relationships; expand existing accounts through cross-sell and upsell.
• Lead consultative sales cycles from discovery through negotiation, onboarding and post-trade client coverage.
• Develop go-to-market plans for APAC, including partner/channel strategy and key account plans.
• Coordinate client onboarding requirements (KYC/AML, suitability, documentation) and ensure a smooth implementation.
• Provide market intelligence to inform product roadmaps and pricing; track competitor activity and client needs.
• Represent the business at industry events and client meetings; deliver high-quality presentations and proposals.

Required Skills & Experience

• Proven track record (typically 8+ years) in institutional sales within digital assets, prime brokerage, capital markets, FX, or derivatives.
• Strong network of institutional decision-makers across APAC, with evidence of consistent new business origination.
• Deep understanding of digital asset market structure, liquidity, execution, custody and risk management.
• Experience selling complex, regulated financial products and negotiating commercial and legal terms.
• Working knowledge of compliance requirements, including KYC/AML and sanctions screening, with a strong control mindset.
• Excellent stakeholder management and ability to influence cross-functional teams.
• High level of numeracy; comfortable discussing pricing, spreads, margins and portfolio impact.
• Outstanding communication and presentation skills in English.

Preferred

• Experience with institutional crypto derivatives, structured products, financing, or custody solutions.
• Familiarity with MAS regulatory expectations and APAC institutional procurement/onboarding processes.
• Bachelor’s degree in Finance, Economics, Business, or a related discipline; relevant professional qualifications are advantageous.

Working Style

• Self-starter with a disciplined approach to CRM hygiene, pipeline governance and execution.
• Comfortable operating in a fast-paced environment with evolving products and market conditions.
• Ethical, client-centric and committed to best practice and regulatory compliance.