Sales Director Qualified Custody
Serve as a qualified-custody subject-matter expert embedded in the sales organization, supporting account executives, advising institutional and high-net-worth clients, explaining custody protections and regulatory obligations, and driving adoption of qualified custody solutions.
Responsibilities
- Support account executives in advancing and closing custody-led deals
- Position and sell qualified custody to institutional and high-net-worth clients
- Educate clients on asset segregation, bankruptcy-remoteness, regulatory standing, and fiduciary obligations
- Tailor custody arrangements to client mandates and risk profiles
- Support qualified-custody offerings such as staking
- Work cross-functionally with product, operations, legal, and compliance on diligence and onboarding
- Provide competitive and market intelligence
- Develop sales enablement materials
- Track custody adoption across the pipeline and grow assets under custody
Requirements
- Proven track record supporting and closing institutional sales
- Strong understanding of qualified custody and digital assets
- Knowledge of custodial structures and regulatory frameworks
- Understanding of institutional and fiduciary client obligations
- Excellent communication and presentation skills
- Ability to explain complex regulatory and custody concepts to sophisticated buyers
- Ability to interpret pipeline and adoption data
- 5–7 years of experience in digital asset custody, institutional crypto, or regulated financial services preferred
- Familiarity with qualified custodian regulations preferred
- Existing relationships with institutional and high-net-worth crypto market participants preferred
Benefits
- Hybrid work model with three days per week in-office
- Target bonus
- Competitive equity grant
- Generous benefits