Head Of Prime Brokerage Sales (managing Director)

Head Of Prime Brokerage Sales Origination

BMO Capital Markets is seeking an exceptional, strategic, and highly connected leader to serve as Head of Prime Brokerage Sales Origination. This leader will be accountable for accelerating the growth and evolution of our Cash Prime Brokerage platform and related equity financing and prime services solutions, through best-in-class origination, senior client coverage, and disciplined execution across the franchise.

This role requires a proven originator and platform-builder who can set a clear commercial agenda, develop and convert a high-quality client pipeline, and lead a high-performing team in a highly competitive global prime services landscape. The successful candidate will combine deep market and product expertise with strong cross-functional leadership to deliver innovative, client-centric financing and execution strategies for hedge funds, asset managers, and institutional investors.

Key responsibilities include:

• Strategic Leadership & Platform Growth
  • Define and execute the multi-year strategic roadmap for Prime Brokerage Sales Origination, aligned with BMO Ambition 2030 and the firm's enterprise priorities, including a world-class client experience and disciplined risk management.
  • Establish and refine the coverage model, target-client segmentation, and go-to-market approach to drive sustainable growth in revenues, balances, and wallet share across prime services.
  • Partner with Equities, Prime Finance/Trading, Risk, Operations, Technology, Legal, and Compliance to scale the platform with speed, control, and consistency.
• Client Origination & Senior Relationship Management
  • Leverage a deep industry network to originate new, profitable prime brokerage relationships and expand existing mandates; maintain senior connectivity across hedge fund C-suites, COOs/CFOs, portfolio managers, and institutional decision-makers.
  • Own end-to-end new business development: prospecting, client pitches, commercial negotiation, onboarding coordination, and ramp to full monetization.
  • Deliver customized client solutions spanning Cash PB equity TRS, Delta One, stock loan, and event-driven/special situations financing and coordinating internal resources to provide a differentiated client experience.
  • Build a scalable growth strategy that increases penetration across client portfolios, expands cross-product adoption, and drives durable multi-year relationships.
• Commercial Management & Accountability
  • Set and deliver against agreed commercial objectives, including revenue growth, client profitability, wallet share, and balance sheet efficiency (in partnership with Product/Trading and Finance).
  • Implement pipeline discipline, reporting cadence, and forecasting rigor; ensure high-quality prioritization of prospects and resource deployment across the team.
  • Influence product prioritization and platform investments by translating client demand into clear business cases and execution plans.
• Risk Partnership & Operational Excellence
  • Partner with Risk/Credit to embed client-centric margin and risk frameworks that enable growth while protecting the firm; ensure appropriate governance around onboarding, limits, and documentation.
  • Work closely with Legal, Operations, and Client Service to drive seamless client onboarding and lifecycle support; ensure high operational standards, strong controls, and consistent service delivery.
  • Champion process improvements and platform modernization that reduce friction, improve transparency, and enhance client experience at scale.
• Leadership, Talent Development & Culture
  • Lead, coach, and develop a high-performing origination team; establish clear expectations, performance standards, and a culture of collaboration, accountability, and innovation.
  • Recruit and retain top talent; build bench strength and succession planning across key client coverage segments.
• Market Expertise & Thought Leadership
  • Provide expert guidance on prime brokerage market structure, synthetic and cash financing dynamics, collateral optimization, and key hedge fund strategy trends.
  • Represent the firm at industry conferences and client forums; cultivate relationships with ecosystem partners and service providers to enhance franchise positioning.

Qualifications:

• Proven, measurable track record of origination and revenue generation in Prime Brokerage / Prime Services / Equity Finance, with deep expertise across Cash PB, equity TRS, Delta One, and stock loan.
• 12–15+ years of progressively senior experience in Prime Brokerage, Equity Finance, or closely related institutional sales and coverage roles.
• Demonstrated ability to build and influence at the highest levels with hedge funds and institutional clients, strong market connectivity and credibility.
• Strategic vision and execution excellence; ability to set direction, mobilize cross-functional stakeholders, and deliver results through disciplined operating cadence.
• Strong leadership capabilities with experience hiring, developing, and motivating teams in a competitive market environment.
• Deep understanding of the operating model: onboarding, documentation, credit/risk partnership, and delivering a controlled, scalable client experience.

Salary: $350K USD (subject to the candidate meeting the specific skills, experience, education, and qualification requirements)

Pay Type: Salaried

The above represents BMO Financial Group's pay range and type. Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the role, and may include a commission structure. Salaries for part-time roles will be pro-rated based on number of hours regularly worked. For commission roles, the salary listed above represents BMO Financial Group's expected target for the first year in this position.

BMO Financial Group's total compensation package will vary based on the pay type of the position and may include performance-based incentives, discretionary bonuses, as well as other perks and rewards. BMO also offers health insurance, tuition reimbursement, accident and life insurance, and retirement savings plans. To view more details of our benefits, please visit https://jobs.bmo.com/global/en/Total-Rewards

About Us

At BMO we are driven by a shared Purpose: Boldly Grow the Good in business and life. It calls on us to create lasting, positive change for our customers, our communities and our people. By working together, innovating and pushing boundaries, we transform lives and businesses, and power economic growth around the world.

As a member of the BMO team you are valued, respected and heard, and you have more ways to grow and make an impact. We strive to help you make an impact from day one – for yourself and our customers. We'll support you with the tools and resources you need to reach new milestones, as you help our customers reach theirs. From in-depth training and coaching, to manager support and network-building opportunities, we'll help you gain valuable experience, and broaden your skillset.

BMO is proud to be an equal employment opportunity employer. We evaluate applicants without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other legally protected characteristics. We also consider applicants with criminal histories, consistent with applicable federal, state and local law.

BMO is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e-mail to BMOCareers.Support@bmo.com and let us know the nature of your request and your contact information.

Note to Recruiters: BMO does not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to BMO, directly or indirectly, will be considered BMO property. BMO will not pay a fee for any placement resulting from the receipt of an unsolicited resume. A recruiting agency must first have a valid, written and fully executed agency agreement contract for service to submit resumes.