Director, Institutional Sales (Correspondent Banking)

About the role

Lorum is building a dedicated institutional sales team selling into banks and financial institutions, and is hiring experienced originators to drive new business across mid-sized banks seeking reliable access to EUR, GBP and USD clearing and correspondent banking. The role is a hybrid position with 4 days per week in the Singapore office. It is a hunter role: you bring your own network, generate your own pipeline and run deals from first conversation to signed agreement and onboarding, with minimal hand-holding.

Key responsibilities

• Build and own a self-sourced pipeline of mid-sized banks needing EUR or USD correspondent access, such as regional and national banks, challenger banks and banks in emerging or frontier markets.
• Lead generation without SDR support, and qualify inbound leads from the website, referrals and events.
• Carry a total quota of £2m+, with individual deals typically well above £100k ARR.
• Run consultative conversations on clearing, virtual accounts and FX, and close deals with C-level decision makers.
• Own handover to implementation and customer success, ensuring clients go live and generate volumes.
• Feed market insight back to product, compliance and operations.
• Expect to travel around 40% of the time once ramped, as the role runs on in-person meetings with banks.

Required profile

• At least three years selling directly to banks in correspondent banking, transaction banking, FI sales or trade finance, or similar financial products into banks with real payments depth.
• An extensive network in the banking sector, particularly treasury and strategy departments.
• Strong negotiation, deal structuring and closing skills, and comfort being measured on self-generated revenue.
• Ability to navigate multi-stakeholder cycles involving compliance, operations, treasury and executive buyers.

Required skills

• Understanding of correspondent banking mechanics: nostro and vostro accounts, SWIFT messaging, EUR and USD clearing and cross-border payments.
• Knowledge of correspondent banking risk, AML, CFT and sanctions expectations, and due diligence for FI relationships.
• Nice to have: experience at infrastructure fintechs (cross-border payments, FX, clearing), startup or high-growth environment experience, a conference network in payments, and experience with Salesforce, HubSpot or equivalent.

What we offer

• Flexible vacation policy.
• Private healthcare.
• Employee stock ownership (ESOP).
• Flexible working and autonomy.
• Two annual "pay it forward" days for volunteering, and three wellness days every quarter.