VP / Director Custody/WaaS Institutional Sales
Originate and close institutional custody and Wallet-as-a-Service business, prospect and qualify opportunities, structure and close deals, provide ongoing client coverage, coordinate onboarding, translate technical capabilities into commercial wins, and feed market intelligence into the roadmap.
Responsibilities
- Own the full commercial cycle: prospecting, qualification, structuring, closing, and ongoing client coverage.
- Identify and win new clients and markets to grow custody volume, assets under custody, and revenue.
- Translate technical product strengths into commercial wins.
- Coordinate onboarding with product, client operations, compliance, and legal.
- Provide market intelligence and client signals to shape the product, marketing, and leadership roadmap.
Requirements
- 7-10 years of institutional sales or business development experience.
- At least 2-3 years of experience in crypto, ideally selling Wallet-as-a-Service, custody, prime brokerage, or related institutional crypto infrastructure.
- Deep understanding of the crypto custody landscape and infrastructure.
- Proven track record of onboarding and growing institutional client accounts and exceeding sales targets.
- Strong communication and interpersonal skills with the ability to explain complex products to senior stakeholders.
- Fluent English required; Mandarin is a strong plus.
- Highly organized and self-driven, comfortable in fast-paced, high-stakes environments.
Benefits
- Competitive salaries and bonuses.
- Generous paid time off including birthday, work anniversary, and mental health leave.
- Access to corporate discounts and employer perks.
- Medical and retirement plans.
- Professional learning and development opportunities.
- Modern tools and technology including Claude Enterprise access.
- Fun and friendly office spaces in Hong Kong, Singapore, Dubai, and Vietnam.
- Regular company and social events.