Director, Commercial & Partnerships

Harrington Starr; Greater London; On-site; GBP 128,000 - 173,000; Full time

Job summary

Harrington Starr is seeking a senior growth-focused professional to lead initiatives in collateral, liquidity, or risk and digital assets for a growth-stage fintech. You will partner with market operators and major banks to win anchor institutions and shape go-to-market strategies.

You will drive end-to-end opportunities, design business cases, and help close contracts while mentoring colleagues as the business scales. Experience with wholesale markets and post-trade is valued.

Qualifications

• Experience in wholesale markets or buy-side environments.
• Strong understanding of post-trade processes and market infrastructure.

Responsibilities

• Lead growth across core areas (collateral, liquidity, or risk) with strategic partners.
• Run the front end of multi-party opportunities from discovery to contract.
• Shape pricing, commercial models and go-to-market plans with partners.
• Oversee onboarding, adoption, and deepening client relationships.
• Capture clear requirements for product and engineering to scale.

Skills

Wholesale markets

Buy-side experience

Tokenisation/digital assets

Client relationship management

Strategic pricing

Job description

Circa £150,000 + bonus with commercial upsiden

This is a growth-stage fintech whose platforms are already live with major banks and market infrastructures, helping them use collateral and liquidity more efficiently and settle faster. Following fresh investment and new strategic partnerships with leading market operators, they're appointing a small group of senior hires to turn proven technology into broad industry adoption.

What you'll be doing

• Leading growth across one of the core areas (collateral, liquidity, or risk and digital assets) and working alongside a strategic partner to win and grow anchor institutions
• Running the front end of complex, multi-party opportunities: finding the problem, designing the solution, building the business case and helping see it through to contract
• Shaping pricing, commercial models and joint go-to-market plans with partners, and removing the obstacles that stop institutions joining
• Overseeing onboarding and early adoption, then staying close to clients afterwards to deepen usage and expand the relationship
• Feeding clear, well-reasoned requirements into product and engineering, so client demand becomes capability that scales
• Representing the business at industry forums and building a credible voice in the market
• Mentoring colleagues and contributing beyond your own remit as the business scales

What you'll bring

• Hands-on experience in wholesale markets, ideally on the buy-side. A firm serving the buy-side (custody, fund administration, collateral services, market infrastructure or fintech) is also highly relevant
• Strong working knowledge of post-trade: collateral, treasury, liquidity, clearing, payments or settlement
• A track record of moving complex initiatives forward across multiple institutions and senior decision-makers
• Sound commercial judgement: you can link a client's outcome to the proposition, price, contract and cost of delivery
• Experience taking solutions from discovery through implementation and adoption
• Clear communication skills and the ability to simplify complex topics for senior audiences
• Exposure to tokenisation or digital assets is a real plus, particularly alongside collateral
• Background in a small-to-mid-sized fintech or a multi-party network or utility is a strong advantage