Institutional Sales Lead, Digital AssetsInstitutional Sales Lead, Digital Assets

The Institutional Sales Lead will own the development of complex commercial relationships with senior institutional buyers and strategic partners. The appointment combines market strategy, relationship origination and deal execution with close collaboration across Product, Marketing, Partnerships, Legal and Compliance. It suits a commercial leader who can translate digital-asset capability into a clear institutional proposition without relying on technical language alone.

Define and execute the institutional sales strategy for selected markets, sectors and customer groups.

Build a qualified pipeline of financial institutions, fintechs, digital-asset businesses and strategic enterprise partners.

Lead complex sales and partnership discussions from initial positioning through commercial agreement and implementation planning.

Develop clear propositions for senior decision-makers, connecting product capability with operational, regulatory and commercial priorities.

Work with Product and Partnerships teams to incorporate market feedback into the roadmap and strengthen institutional readiness.

Coordinate with Legal, Compliance and Operations to manage onboarding, documentation and delivery dependencies.

Represent the organisation at selected industry forums and build credible long-term relationships across the market.

Establish disciplined pipeline reporting, account planning and commercial performance measures for leadership review.

Senior enterprise sales, institutional business development or strategic partnerships experience within digital assets, fintech, payments, capital markets or financial technology.

A record of developing and closing complex, multi-stakeholder commercial relationships.

Strong understanding of institutional customer needs, buying processes and governance expectations.

The ability to explain digital-asset products and infrastructure to both specialist and non-specialist decision-makers.

Experience working across Product, Marketing, Legal, Compliance and Operations to move opportunities into delivery.

Commercial discipline, executive presence and the ability to build a regional plan with limited existing structure.

This is a visible commercial appointment working closely with executive leadership and cross-functional teams. The role will initially be measured through strategic account development, market entry and deal quality, with the potential to shape a broader institutional sales function as the organisation grows.