Institutional Sales Director

Bitgo; San Francisco (CA); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Company-paid medical, dental, vision

Stock options & 401k

Flexible vacation

Caltrain passes

Top-end computer equipment

Job summary

BitGo seeks a Sales Director to drive enterprise revenue and deep relationships with large institutions across the US. The role requires being onsite in the San Francisco/Palo Alto area with remote/hybrid-friendly options and travel as needed.

You will lead the full sales cycle, articulate BitGo’s custody, trading, derivatives, staking, and lending solutions, and build a robust pipeline through your industry network.

Qualifications

• 10+ years of experience in institutional or enterprise sales, business development, or front office roles in financial services, digital assets, fintech or adjacent industries.
• Experience with CRM Tools such as Salesforce.
• Strong grasp of finance and technical terminology; ability to translate between finance and technology.
• Agility and appetite for learning new products/technology in a fast-developing environment.
• Strong network across the institutional segment that can be leveraged for pipeline development.

Responsibilities

• Increase revenues across BitGo’s solutions: secure wallets, regulated custody, and prime through new client acquisitions.
• Represent BitGo products and services externally in client meetings and at industry events in the US region, with some global involvement.
• Lead the end-to-end sales life cycle, including preparing presentations, proposals, and coordinating with internal teams to onboard clients.
• Become an expert in the cryptocurrency market and BitGo’s custody, trading, derivatives, staking, and lending offerings.
• Work autonomously in a fast-paced environment, managing client requests and initiatives across trading, lending, operations, compliance, and support.
• Conduct demos and product deep dives showcasing BitGo’s solutions to fit client needs.

Skills

Institutional sales experience

Sales & business development

CRM (Salesforce)

Finance/tech terminology

Institutional networking

Tools

Salesforce CRM

Job description

• This role will require being full-time onsite at our San Francisco/Palo Alto office to support collaborative team dynamics and innovative problem-solving
• Our institutional team is currently looking to expand with the hire of a Sales Director based in New York. This role will report directly to our MD, Head of Institutional Sales, and is a great opportunity for experienced sales professionals within financial services and/or technology sales
• This is an individual contributor who has significant experience selling to large institutions and has great relationships across banks, corporate treasuries, pensions, endowments, foundations, and family offices
• If you have an interest in digital assets along with a strong network in this area you will make a great candidate for the role
• Increase revenues across all of BitGo’s solutions: secure wallets, regulated custody, and prime through the acquisition of new client relationships
• Represent BitGo products and services externally in client meetings and at industry events in the US region and occasionally globally
• Understand regional market microstructure and evolving regional competitor landscape
• Lead the end-to-end sales life cycle, including but not limited to preparing presentations, proposals, and coordinating with other internal teams to successfully onboard clients
• Become an expert in the cryptocurrency market and BitGo’s custody, trading, derivatives, staking, and lending
• Work autonomously in a fast paced environment, driving and managing client requests, issues, and initiatives across multiple teams including trading, lending, operations, compliance, and support
• Conduct demos and product deep dives, leveraging your expertise of BitGo’s products and how they meet the needs of a specific client

Benefits

• Company-paid medical, dental, and vision plans
• Catered lunches, fresh snacks, and gourmet coffee
• Commuting made easy with company-paid Caltrain passes
• Competitive compensation, stock options, and 401k plan
• Flexible vacation time
• Remote/hybrid friendly with physical location workspaces
• Top-end computer equipment to power your work

Critical thinking, open communication, and ownership mentality10+ years of experience in institutional or enterprise sales, business development, or other front office roles in financial services, digital assets, fintech or an adjacent industryExperience with CRM Tools such as SalesforceStrong grasp of finance and technical terminology, concepts and ability to seamlessly translate between both languageAgility and appetite for learning new products/technology in a fast-developing environmentStrong network across the institutional segment that can be leveraged to build out the pipeline