Institutional Sales Director (Digital Assets)

About the role

Gravitas Recruitment Group is seeking an Institutional Sales Director (Digital Assets) in Singapore to drive revenue growth across institutional clients such as asset managers, hedge funds, family offices, banks, brokers and fintech partners. The role covers spot, derivatives, custody, lending/borrowing, staking and tokenisation solutions, working closely with trading, product, risk, legal and compliance teams.

Key responsibilities

• Own and deliver institutional sales targets, manage the pipeline and forecast accurately.
• Identify, qualify and win new institutional relationships, and grow existing accounts through cross-sell and upsell.
• Lead consultative sales cycles from discovery through negotiation, onboarding and post-trade client coverage.
• Develop go-to-market plans for APAC, including partner/channel strategy and key account plans.
• Coordinate client onboarding requirements (KYC/AML, suitability, documentation).
• Share market intelligence on product roadmaps, pricing, competitors and client needs.
• Represent the business at industry events and client meetings, delivering presentations and proposals.

Required profile

• Typically 8+ years in institutional sales within digital assets, prime brokerage, capital markets, FX or derivatives.
• Strong network of institutional decision-makers across APAC with proven new business origination.
• Experience selling complex, regulated financial products and negotiating commercial and legal terms.
• Bachelor's degree in Finance, Economics, Business or a related field; professional qualifications are an advantage.

Required skills

• Deep understanding of digital asset market structure, liquidity, execution, custody and risk management.
• Knowledge of KYC/AML and sanctions screening, with a strong control mindset.
• Numeracy and comfort discussing pricing, spreads, margins and portfolio impact.
• Excellent English communication and presentation skills.
• Preferred: experience with institutional crypto derivatives, structured products, financing or custody solutions, and familiarity with MAS regulatory expectations and APAC onboarding processes.