Institutional Banking & Capital Markets Lead

Open Standard; San Francisco, New York (CA, NY); On-site; USD 180,000 - 280,000; Full time

Job summary

Open Standard is seeking a Banking and Financial Institutions Lead in San Francisco/US to bring OUSD to banks, asset managers, and capital markets. This role centers on building long education-heavy sales cycles with multiple counterparties.

You will own relationships with institutions, manage a pipeline from first meeting to signed agreement, and articulate a clear value proposition across settlement, collateral, and treasury flows.

Qualifications

• 7 to 15 years selling to banks and financial institutions.
• Experience closing large, complex deals.
• Know how banks buy: sign-offs, blockers, risk/compliance reviews.
• Fluent with institutional and trading-focused clients.
• Strong network across banks and capital markets.
• Experience with stablecoins, digital assets, or payments infra.
• Polished in the room, driven to push deals forward.
• Independent, high ownership, direct communicator.
• Familiar with using AI tools in research and selling.

Responsibilities

• Own OS's relationships with banks, asset managers, exchanges, and capital markets players.
• Build and run a pipeline of institutional deals from first meeting to signed agreement.
• Represent Open Standard with senior leaders at large financial institutions.
• Map every deal's sponsors (risk, compliance, legal, treasury, operations, technology) and get each to yes.
• Shape use cases with partners, such as stablecoin settlement, collateral, and treasury flows.
• Educate institutions on stablecoins and OUSD, and turn objections into product feedback.
• Work closely with our capital markets, partnerships, policy, and product teams.
• Help define how we sell to TradFi as the team grows.

Skills

Banks & FI sales

Complex deal closing

Institutional clients

TradFi knowledge

Stablecoins & digital assets

Senior decision-maker networking

Independent work style

AI-assisted selling

Job description

Open Standard is seeking a Banking and Financial Institutions Lead in San Francisco/US to bring OUSD to banks, asset managers, and capital markets. This role centers on building long education-heavy sales cycles with multiple counterparties.

You will own relationships with institutions, manage a pipeline from first meeting to signed agreement, and articulate a clear value proposition across settlement, collateral, and treasury flows.