Senior Institutional Sales Director

Senior Institutional Sales Director
New York City
FinTech / Market Infrastructure
$170k Base + Package
 
Certus Recruitment Group is partnering with a well-backed, early-stage fintech building next-generation market infrastructure for institutional participants.
 
This is a senior, revenue-focused sales role with a clear mandate: open doors, build strategic relationships, and convert them into meaningful commercial outcomes. If you understand institutional markets—and more importantly how buying decisions are made—this will resonate quickly.
 
The Role You’ll take ownership of institutional sales across trading firms, brokers, allocators, and operations teams.
 
This is not passive account management. It’s about driving demand, shaping solutions, and closing high-value partnerships in a complex, evolving market.

• Build and develop relationships with key institutional stakeholders
• Create and convert a high-quality pipeline across design partners and pilot programmes
• Lead commercial conversations with front-office and post-trade teams
• Translate market insight into sales strategy and GTM execution
• Partner closely with product, operations, and leadership
• Represent the business with credibility in senior institutional discussions

You’ll operate at the intersection of market structure, product, and revenue generation.
 
What They’re Looking For

• Strong experience in institutional crypto or traditional finance (market structure, OTC, brokerage, post-trade)
• Proven track record of closing complex, high-value deals
• Established network across trading desks, operations, and partnership teams
• Deep understanding of institutional buying cycles and adoption challenges
• Comfortable operating in early-stage, high-growth environments
• Commercially sharp, articulate, and execution-focused

Nice to have

• Exposure to custody, settlement, or capital efficiency workflows
• Background in institutional fintech or market infrastructure

What Success Looks Like

• Consistent generation of high-quality institutional pipeline
• Conversion of design partners into live, revenue-generating clients
• Market insight feeding directly into product and GTM strategy
• Long-term, trusted relationships with key institutional players

Why This Role

• High-impact, early-stage opportunity with genuine ownership
• Direct access to senior leadership and decision-making
• Ability to influence both product direction and commercial strategy
• Global exposure across major financial hubs
• Strong compensation with meaningful upside

If you’ve built institutional relationships and know how to turn complex conversations into closed business, this is a high-leverage role with real visibility.

Certus Recruitment Group is a specialist consultancy providing sales, marketing, and technology recruitment services across the UK, Europe, North America, and Australia.