Sales Director - Institutional OTC
You will operate at the intersection of Ripple's trading desk and its growing roster of financial institution clients, sourcing, qualifying, and closing OTC deals across spot, derivatives, and digital asset liquidity products. You will originate and develop relationships with institutional clients across FX desks, treasury operations, crypto-native firms, and digital asset funds across Asia Pacific. You will drive the full sales cycle from initial outreach through term sheet negotiation and close, and serve as the primary interface between external clients and Ripple's internal OTC desk. You will represent Ripple at industry events, desk visits, and market forums across Asia Pacific, and maintain accurate pipeline forecasting and CRM hygiene.
Responsibilities
- Originate and develop relationships with institutional clients across FX desks, treasury operations, crypto-native firms, and digital asset funds in Asia Pacific
- Drive the full sales cycle from initial outreach through term sheet negotiation and close
- Develop high-impact account plans that prioritise the highest-value counterparts
- Serve as the primary interface between external clients and Ripple's internal OTC desk
- Feed real-time market colour and client feedback to the trading desk
- Coordinate with trading, risk, compliance, and onboarding to ensure clean execution
- Act as a subject-matter expert on Ripple's liquidity products
- Represent Ripple at industry events, desk visits, and market forums across Asia Pacific
- Maintain accurate pipeline forecasting and CRM hygiene
Requirements
- 8+ years in an institutional sales or trading-adjacent role at an FX broker, tier-1 or tier-2 bank's FX/EM desk, or a crypto liquidity provider or exchange
- Direct experience working alongside or interfacing with an institutional trading desk
- A well-developed network of active relationships across institutional FX desks, digital asset treasury teams, and crypto-native funds in Asia Pacific
- Demonstrated track record of owning a revenue number and delivering against it
- Self-starter with the commercial instinct and discipline to build a territory from scratch
- Strong understanding of OTC market mechanics, FX settlement workflows, and digital asset liquidity dynamics
- Excellent communicator at the C-suite and desk level
- Nice to have: Experience at a reputable crypto exchange or institutional digital asset firm in a revenue-generating capacity
- Nice to have: Familiarity with blockchain-enabled settlement, stablecoin liquidity, or cross-border payment rails
Benefits
- Professional development budget
- Flexible in-office collaboration schedule
- Bi-weekly all-company meeting
- Team offsites, team bonding activities, and happy hours
- Competitive bonuses and equity
- Competitive benefits covering physical and mental healthcare, retirement, family forming, and family support
- Employee giving match
- Mobile phone stipend
- R&R days
- Wellness reimbursement and weekly onsite & virtual programming
- Generous vacation policy
- Parental leave policies and family planning benefits
- Catered lunches and fully-stocked kitchens