Executive Director, Sales - Tokenization/digital Indices/defi

Executive Director, Client Coverage, DeFi

The Client Coverage team, part of the Commercial Group at S&P Global, is dedicated to the sales and licensing of intellectual property and index data licenses. Our mission includes building and nurturing strong client relationships, prospecting new customers, and expanding S&P Global's commercial footprint within designated territories. We maintain partnerships with investment banks, asset managers, market data consumers, insurance companies, proprietary trading firms, exchanges, and other key market participants who rely on our renowned indices, research, and insights.

We are seeking an Executive Director to join the Client Coverage team in the US, focusing primarily on DeFi clients, including banks, asset management firms, and other financial institutions. This role will collaborate with various teams to develop strategies that enhance opportunities in decentralized finance, while also increasing our regional presence and client wallet share.

Reporting to the Head of US Client Coverage, the Executive Director will work closely with client coverage representatives and engage with various S&P Global departments, including Inside Sales, Product Management, Research, and Legal. As an ambassador for S&P Global, you will contribute to fostering a high-performance culture centered on client focus, collaboration, innovation, and integrity.

This role offers an exciting opportunity to leverage insights from internal partners, including Commodity Insights and Market Intelligence. You will help align organizational goals with client needs, translating these into opportunities for our experts to enhance credibility, identify gaps, and recommend solutions that drive revenue.

You will plan and execute strategies with product management and sales specialists to position S&P Global as a leader in DeFi products and indices. Achieving annual sales targets and team KPIs will be essential, as well as adapting the global strategy to your region and contributing initiatives to shape our commercial priorities. Anticipating trends and identifying solutions for commercial growth in the DeFi space will be key to your success.

Responsibilities:

• Define and implement the commercial strategy for the DeFi market, ensuring alignment with our Global commercial Strategy.
• Set and achieve annual sales targets, milestones, and KPIs that align with our global commercial goals.
• Key Performance Indicators (KPI) include: Achievement of sales targets for new DeFi business. Successful organization of regional events focused on DeFi. Number of new clients onboarded in the DeFi sector. Frequency of meaningful client interactions in the DeFi landscape. Effective account mapping and expansion within existing DeFi accounts. Maintenance of CRM hygiene, including meeting reports and opportunity management.
• Meet frequently with prospects and existing clients to understand their goals and needs in the DeFi space. Evaluate customer-facing professionals to communicate best practices and develop training as necessary to continuously improve customer focus.
• Ensure proficiency in product and pricing priorities, effective product positioning, and competitive positioning in the DeFi index market.
• Drive strategic revenue and new business growth within the DeFi sector.
• Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to our company and clients.
• Foster collaboration and teamwork by creating opportunities for sales specialists and product management teams to meet their goals and establish S&P Global across the DeFi index data and product ecosystem.
• Manage Key Strategic Accounts directly within the DeFi sector.
• Grow S&P Global's market share in DeFi and influence the adoption of S&P solutions across key stakeholders, including banks, asset owners, asset managers, consultants, and industry organizations.
• Implement a comprehensive sales strategy to systematically drive increased revenue growth in DeFi.
• Consultatively sell DeFi index data and solutions; collaborate with internal stakeholders to develop new concepts to meet client needs.
• Generate new contract documents, process sales orders, and coordinate new deal processes and invoicing with legal and finance teams.
• Service existing products/billing/client queries within the assigned client base; use internal CRM systems to maintain pipelines/leads, and details of sales activities, and meeting memos.

Key Skills & Experience:

• Proven experience in applying sales process knowledge, product knowledge, product design, and industry insight to increase sales and differentiate the brand in the DeFi space.
• Results-oriented, demonstrating agility, accountability, commitment, grit, and customer focus.
• Extensive industry experience in investment product and market data sales, particularly within the DeFi, blockchain, and cryptocurrency sectors.
• Established relationships with asset management firms, investment banks, hedge funds, proprietary trading firms, and other market participants in the DeFi ecosystem.
• Strong understanding of DeFi concepts including tokenization, data oracles, DLT/Blockchain technologies, and Real World Assets (RWAs).
• Deep understanding of cryptocurrencies, stablecoins, staking, and mining.
• Familiarity with Layer 1 solutions including Ethereum and Solana, as well as cross-chain interoperability.
• 8-10 years of Financial Services, Indexing, Asset Management, and/or ETF trading experience preferred.
• Excellent client communication skills in speech, writing, and public speaking; with a personable approach to collaboration in a complex structure.
• Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results.
• Bachelor's degree, CFA, or relevant certification are considered favorably.
• Languages required: English.
• Over 10 years of proven success in revenue generation roles.

Flexible Working: We pride ourselves on our agility and diversity, and we welcome requests to work flexibly. For most roles, flexible hours and/or an element of remote working are usually possible. Please talk to us at the interview about the type of arrangement that is best for you. We will always try to be adaptable wherever we can.

Compensation/Benefits Information (US Applicants Only): S&P Global states that the anticipated base salary range for this position is $200,000 to $235,000. Base salary ranges may vary by geographic location. In addition to base compensation, this role is eligible for additional compensation such as an annual incentive bonus.

This role is eligible to receive additional S&P Global benefits. For more information on the benefits we provide to our employees, please visit https://www.spgbenefitessentials.com/newhires.

Right to Work Requirements: This role is limited to persons with indefinite right to work in the United States.