Head / Director Of Sales (exchange)

Head / Director of Sales (Exchange)

This is a high-impact leadership role at the forefront of institutional crypto markets, where traditional finance meets digital asset innovation. You will be responsible for driving exchange growth across the United States by building and expanding relationships with sophisticated institutional clients such as hedge funds, trading firms, asset managers, and banks. Acting as both a commercial leader and market builder, you will shape go-to-market strategies and help define next-generation institutional crypto offerings. The role requires a strong blend of strategic sales leadership and hands-on execution across complex deal cycles. You will work closely with product and global teams to design tailored solutions across trading, custody, lending, and liquidity services. This is a highly autonomous position suited for a builder mindset, with direct influence on revenue growth and market expansion.

Accountabilities:

• Lead institutional sales strategy across the U.S. exchange business, driving acquisition and expansion of high-value clients including hedge funds, proprietary trading firms, asset managers, and family offices.
• Own the full sales lifecycle, from prospecting and relationship building to negotiation, structuring, and closing complex institutional agreements.
• Develop consultative relationships with clients to deeply understand trading, custody, and liquidity needs and position tailored solutions across the full product suite.
• Collaborate with product and engineering teams to identify market gaps and co-develop new institutional-grade offerings such as lending, OTC, prime brokerage, and API trading solutions.
• Act as a market ambassador by representing the organization at industry events, conferences, and institutional forums to strengthen brand presence and credibility.
• Maintain and grow a high-value institutional book of business while ensuring strong client retention and satisfaction.
• Provide ongoing market intelligence and competitor insights to inform strategy and maintain a strong competitive position.
• Drive revenue, volume, and onboarding performance against aggressive growth targets.

Requirements:

• 10+ years of experience in institutional sales, business development, or capital markets roles within financial services or high-growth trading environments.
• At least 3+ years of experience in digital assets, crypto exchanges, prime brokerage, custodianship, or Web3 institutional sales.
• Proven track record of building and monetizing institutional client relationships with measurable revenue and volume growth.
• Strong existing network across hedge funds, proprietary trading firms, banks, asset managers, and other institutional investors.
• Deep understanding of institutional crypto products including OTC trading, custody solutions, liquidity services, and API-based trading infrastructure.
• Strong commercial acumen with experience managing complex, high-value deal cycles.
• Exceptional communication and presentation skills, with the ability to engage senior executives and C-suite stakeholders.
• Entrepreneurial and adaptable mindset with the ability to operate in fast-moving, evolving regulatory environments.
• Strong strategic thinking combined with hands-on execution capability.

Benefits:

• Competitive monthly compensation ranging from $15,000 to $28,000
• 401(k) retirement plan with employer matching contributions
• Comprehensive health coverage including medical, dental, vision, and life/disability insurance
• Generous paid time off including birthday and work anniversary leave
• Flexible work arrangements including hybrid or fully remote options
• Strong internal mobility program supporting long-term career growth
• Dynamic, high-performance work environment within a fast-growing global industry
• Opportunity to work on cutting-edge financial technology shaping the future of digital assets
• Collaborative and ambitious culture focused on innovation and shared success.