Director, European Sales – Institutional Digital Asset Exchange
About the Company
Our client is a global digital asset platform providing institutional-grade market infrastructure and information services, including a regulated spot and derivatives exchange, proprietary digital asset indices, market data and analytics, and a leading digital assets media platform. The exchange arm is regulated across multiple European and Asian jurisdictions.
The Role
Our client is seeking a senior commercial leader to drive revenue growth and expand their institutional client base across Europe. This is a high-impact, relationship-led position for an experienced institutional salesperson with deep knowledge of European financial markets and a strong grasp of the digital asset landscape. The successful candidate will originate and build strategic relationships with European financial institutions — banks, asset managers, hedge funds, fintechs, prime brokers, and family offices — engaging decision-makers at Director, MD, and C-suite level across major European financial centres.
Key Responsibilities
- Identify, originate, and develop new institutional relationships across Europe's key financial centres
- Manage a portfolio of existing senior institutional accounts, acting as a trusted advisor at Director/MD/C-suite level
- Lead the full sales lifecycle — prospecting, product education, negotiation, onboarding, and ongoing relationship management
- Articulate the firm's value proposition across exchange infrastructure, liquidity, product capabilities, and regulatory standing under MiCA
- Collaborate with the Head of European Sales and global sales team on regional targets and commercial strategy
- Work cross-functionally with product, technology, legal, and compliance teams
- Represent the firm at senior industry events and client meetings across Europe
- Track European regulatory developments (MiCA, BaFin) to keep the sales approach compliant and well-positioned
Candidate Profile
- 10–14+ years of institutional sales/business development experience in European financial services, with significant time in a senior client-facing role at a bank, prime broker, exchange, asset manager, or fintech
- An established network at Director/MD/C-suite level across European financial institutions and digital-asset-native firms, with a track record of converting relationships into revenue
- Consistent record of meeting/exceeding revenue targets and closing complex, multi-stakeholder institutional deals
- Hands-on, execution-oriented, highly accountable, with a genuinely collaborative style
- Comfortable with CRM/pipeline tools and open to AI-powered sales technologies
Desirable
- Prior experience at, or selling to, a regulated European exchange or digital asset trading venue
- Existing relationships within crypto-native European institutions, digital asset funds, or family offices
- Fluency in German, French, Italian, and/or Spanish (or another relevant European language)
- Familiarity with MiCA's CASP licensing framework