Institutional Sales

Institutional Sales Director – Digital Asset Infrastructure

New York City / Tri-State Area

$130,000–$150,000 base

$300,000 OTE

Uncapped commission

Equity included

Flexible working, with regular in-person meetings in New York

Connect AI is partnering with a profitable, high-growth digital asset infrastructure company that is building out its banking and financial institutions channel.

The business provides enterprise-grade accounting, reconciliation, reporting and treasury infrastructure for organisations operating across digital assets, stablecoins, wallets, custodians, exchanges and blockchain networks.

This is a critical commercial hire and one of the company’s highest priorities.

They are looking for an experienced institutional salesperson who understands how banks and regulated financial institutions evaluate, procure and implement complex digital asset technology.

The opportunity

You will work directly with senior leadership to shape and execute the institutional go-to-market strategy.

This is not a traditional account-management role.

You will be responsible for building relationships, creating pipeline and closing strategic enterprise opportunities across banks, financial institutions, fintechs, accounting firms and other regulated organisations.

You will have meaningful influence over:

• Target-account strategy
• Banking and institutional positioning
• Strategic partnerships
• Product feedback and market intelligence
• Enterprise sales processes
• The future build-out of the institutional sales function

What you will be doing

• Develop new business across banks and regulated financial institutions
• Own the full sales cycle from prospecting through contract signature
• Build relationships with senior stakeholders across finance, treasury, accounting, operations, risk, compliance and technology
• Run discovery, demonstrations, commercial negotiations and enterprise procurement processes
• Navigate RFPs, security reviews, legal, compliance and InfoSec requirements
• Translate complex digital asset workflows into clear commercial value
• Build business cases around accounting, reconciliation, reporting, controls and treasury operations
• Represent the business at relevant banking, fintech and digital asset events
• Work closely with product, engineering and leadership teams throughout the sales process

What we are looking for

• Proven institutional or enterprise sales experience
• Strong relationships across banks or regulated financial institutions
• Experience selling digital asset, blockchain, fintech, payments, custody, treasury or financial infrastructure
• Evidence of personally generating pipeline and closing significant enterprise revenue
• Experience navigating complex, multi-stakeholder sales cycles
• Strong understanding of digital assets, stablecoins, custody, tokenisation or blockchain infrastructure
• Confidence engaging with both technical and commercial buyers
• A hands-on, entrepreneurial approach
• Based in New York City or within a realistic commuting distance

Particularly relevant backgrounds

Candidates from companies operating across the following areas are especially relevant:

• Digital asset custody
• Stablecoins and payments
• Institutional crypto infrastructure
• Blockchain infrastructure
• Financial data and accounting platforms
• Treasury and reconciliation software
• Prime brokerage and institutional trading technology
• Banking and capital-markets software

Compensation

• Base salary: $130,000–$150,000
• OTE: $300,000
• Uncapped commission
• Approximately 10% commission on sales, increasing after quota
• Equity included
• Many annual contracts are paid upfront, creating significant earning potential

This is an opportunity to join a profitable business, work directly with leadership and build one of the most important institutional revenue channels in digital asset infrastructure.