Director, Institutional Sales Group

About the Role

Lead our global institutional sales strategy across key international markets, driving significant growth and building high-value relationships with major financial entities.

Responsibilities

• Develop and execute a comprehensive sales strategy targeting institutional clients across the UK, EU (Portugal, Spain, Poland, Ireland, Germany, Switzerland), and Australia/Brazil.
• Drive revenue growth by closing large, complex deals with institutional investors, hedge funds, and asset managers.
• Build, mentor, and manage a high-performing international sales team focused on institutional coverage.
• Serve as a subject matter expert on digital asset markets, regulatory landscapes, and Kraken's institutional product suite.
• Collaborate closely with Product, Legal, and Compliance teams to ensure successful onboarding and servicing of large accounts.

Requirements

• Proven track record (8+ years) in institutional sales, capital markets, or financial services, specifically selling complex financial products or services to large institutions.
• Deep understanding of global financial regulations and the digital asset ecosystem.
• Demonstrated success in building and scaling international sales operations across multiple jurisdictions.
• Exceptional negotiation, presentation, and relationship-building skills.
• Willingness to travel internationally as required to support key markets.

Nice-to-Haves

• Experience working within a high-growth technology or cryptocurrency environment.
• Fluency in a second European language (e.g., German, Spanish, Portuguese).
• Existing network of contacts within institutional finance in the target regions.