Institutional Sales / Client Coverage – North America

iO Associates; New York (NY); On-site; USD 180,000 - 320,000; Full time

Job summary

iO Associates partners with a global exchange to source an experienced institutional derivatives sales professional. You will originate, develop, and close revenue opportunities across the US and Canada, leveraging a deep network among long-only buy-side firms to drive growth in a dynamic market structure.

The role requires an entrepreneurial hunter with credibility across listed/OTC derivatives, the ability to manage senior-level conversations, and collaboration with product, trading, and risk

Qualifications

• 8-10 years of senior client-facing institutional sales experience.
• Strong network with North American long-only investors.
• Credible derivatives background across listed/OTC products.

Responsibilities

• Originate and win new institutional clients in US and Canada.
• Build a high-quality pipeline from first contact to revenue ramp-up.
• Promote derivatives and trading solutions with tailored proposals.
• Serve as senior contact for CIOs, PMs, and heads of trading.
• Collaborate with product, trading, tech, and risk teams to deliver solutions.
• Stay current on regulatory developments and market structure changes.
• Represent the firm at conferences, roadshows, and client events.

Skills

Hunter mentality

Relationship building

Analytical thinking

Executive presence

Job description

We are partnering with a global exchange seeking an experienced institutional derivatives sales person to drive new business growth across North America.

About the Role

In this role you will be responsible for originating, developing, and closing new revenue opportunities with institutional investors across the US and Canada. You will leverage your established network with long‑only buy‑side institutions to deliver growth in a rapidly evolving market structure. The environment is entrepreneurial and fast‑paced, suiting a true “hunter” sales profile with strong market credibility in derivatives.

Responsibilities

• Originate and win new institutional clients in the US and Canada, focusing on long‑only buy‑side firms.
• Build and manage a high‑quality pipeline from first contact through to negotiation, onboarding, and revenue ramp‑up.
• Promote and position the firm’s derivatives and trading solutions, tailoring proposals to client investment and risk‑management needs.
• Act as a senior point of contact for key decision makers, including CIOs, portfolio managers, and heads of trading.
• Collaborate closely with product, trading, technology, and risk teams to structure and deliver client solutions.
• Stay current on regulatory developments and market structure changes, ensuring client conversations are informed and compliant.
• Represent the firm at industry conferences, roadshows, and client events to enhance brand visibility and deepen relationships.

Qualifications

• 8-10 years of senior, client-facing experience in institutional sales, hedge fund sales, electronic trading, listed derivatives, QIS, or delta one sales or inter‑dealer brokerage roles.
• Demonstrated ability to originate new relationships, open and advance senior‑level dialogue, and expand coverage.
• Deep, active network across North American long‑only institutional investors.
• Strong derivatives background with credibility across listed and/or OTC products and associated market structure.
• Demonstrable track record of originating, structuring, and closing new business with institutional clients.
• Working knowledge of regulatory frameworks relevant to trading and derivatives.
• Asian connectivity: understanding of Asian markets, investor base, and cross‑border investment flows is highly advantageous.
• Excellent commercial judgement, negotiation skills, and executive presence in senior client meetings.

Required Skills

• Hunter mentality: entrepreneurial, energetic, persistent, and comfortable with clear revenue targets.
• Highly credible relationship builder with a trusted reputation among institutional clients.
• Analytical and solutions‑oriented, able to translate complex client needs into clear commercial opportunities.
• Collaborative team player who can work effectively across product, trading, technology, and senior management.

Pay range and compensation package

The firm offers an attractive base salary, a market‑leading performance‑based incentive scheme, and a comprehensive benefits package aligned to experience and revenue contribution.

Equal Opportunity Statement

We are committed to diversity and inclusivity.