Head of Institutional Sales

Head of Institutional Sales (Director Level)

(Remote Candidates will be considered)  

National Digital Trust Company (In Organization) has received conditional approval from the Office of the Comptroller of the Currency to open as a federally chartered trust bank to provide a broad range of digital asset services.

We are building a specialized financial institution addressing the growing demand for digital asset services. Our primary business will focus on digital asset custody, providing secure, efficient custodial and fiduciary services for a variety of digital assets. 

You will work with foundational systems and processes to help shape our operating model and influence how a new category of financial infrastructure comes to market.

We are looking for builders who handle complexity with confidence and tackle ambitious opportunities while keeping pace with this rapidly evolving industry.  Let’s build this together!

Our Principles 

Greatness is a mindset, not an accomplishment. Mediocrity is unacceptable. Excellence is contagious. We hire people because we believe in their greatness. Now is the time to prove us right.

Responsibility comes with the territory. Everyone is an owner, which means we share a common vision and mutual accountability. We act in line with our strategic objectives and the trust our customers place in us. We believe there is no such thing as "not my problem." Taking this level of ownership not only drives our collective success but also offers the potential for significant reward.

Innovation and adaptation are in our DNA. We are in a period of the most dramatic and rapid period of technological change in the history of humankind. Those that stay ahead will thrive, those that don't, won't. We innovate intelligently and thrive on overcoming challenges, to get (at least) a little better every day and ensure our continued growth and success.

Team first. We are reliable teammates working together toward extraordinary success through honesty and accountability. We believe collaboration knows no hierarchy, and we focus on what matters.  We work toward consensus, but when necessary, we disagree and commit. We know that winners win.

Job Overview 

The Institutional Sales Director serves as a senior ambassador for the company, building and deepening relationships across the financial services ecosystem. This role is responsible for driving sales execution, revenue growth, and market leadership within the Institutional segment, positioning the company for long-term, outsized growth. 

Objectives 

• Lead sales activities across business lines and the full product portfolio 

• Partner closely with the Chief Business & Strategy Officer, Sales, and Business Development leadership to define and execute business, marketing, and product objectives across client segments 

• Cultivate and manage senior-level relationships with prospective institutional clients and key stakeholders across their organizations 

• Own and manage the full sales lifecycle, including prospecting, outbound outreach, initial engagement, sustained relationship development, contract negotiation, and deal execution 

• Develop and execute detailed market, segment, and client growth strategies to identify asset potential and position the company for disproportionate growth relative to competitors 

• Actively champion and reinforce the company’s values and culture, both internally and externally 

• Collaborate cross-functionally to deliver a high-touch, “white glove” experience for clients throughout onboarding and beyond 

• Maintain a deep and current understanding of the digital asset ecosystem, including token landscapes, capital markets dynamics, pricing models, competitive platforms, and evolving regulatory and compliance considerations 

• Build expert-level knowledge of the company’s products, including technical architecture and client workflows related to crypto and digital asset adoption 

• Communicate the company’s value proposition with clarity, credibility, and executive presence to clients, partners, and broader market participants 

What you bring to our company    

• A passion for the intersection of financial services, technology, innovation, and disruption 

• 5+ years of experience building, scaling, and leading sales teams at the intersection of financial services and technology 

• Deep experience selling complex technology platforms, financial services products, and/or trading services into institutional financial services clients 

• A proven track record of setting, leading, and consistently exceeding revenue, product, and financial targets in dynamic, evolving markets 

• Genuine enthusiasm for cryptocurrencies, blockchain technology, and the broader digital asset ecosystem 

• Demonstrated ability to drive consistent CRM usage across the full sales lifecycle, with a track record of leading firm-wide CRM adoption in growth environments 

• Strong aptitude for thriving in a fast-paced startup environment where priorities, milestones, and dependencies evolve rapidly 

• A collaborative leadership style with a demonstrated ability to build, motivate, and sustain high-performing teams and a strong team culture 

• A compelling, confident, and effective communicator — both verbally and in writing 

• Ability to synthesize complex and disparate inputs into clear, concise narratives for both internal and external audiences 

• A reputation for being hardworking, detail-oriented, methodical, and tenacious 

• A humble-expert mindset with strong intellectual curiosity, growth orientation, and performance focus 

• A team-first attitude with a history of delivering first-class service and outcomes 

• Significant amount of travel expected

We promote diversity of thought, culture, background, and experience. We are an equal opportunity employer, and employment at our company is based solely on one's merit and qualifications directly related to professional competence. We do not discriminate based on race, creed, color, ancestry, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, military or veteran status, or any other characteristics protected by law.  

Featured benefits  

Employer-provided: Medical, Dental, and Vision insurance, 401(k), life and disability insurance.