VP / Director Custody/WaaS Institutional Sales
You will originate and close institutional custody and Wallet-as-a-Service business. You will prospect, qualify, structure, and close opportunities, then provide ongoing client coverage. You will coordinate onboarding with product, client operations, compliance and legal, translate technical capabilities into commercial wins, and feed market intelligence back into the roadmap.
Responsibilities
- Own the full commercial cycle: prospecting, qualification, structuring, closing, and ongoing client coverage
- Identify and win new clients and markets to grow custody volume, assets under custody, and revenue
- Translate technical product strengths into commercial wins
- Coordinate onboarding with product, client operations, compliance, and legal to deliver smooth onboarding
- Provide market intelligence and client signals to shape product, marketing, and leadership roadmap
Requirements
- 7-10 years of institutional sales or business development experience
- At least 2-3 years of experience in crypto, ideally selling Wallet-as-a-Service, custody, or institutional crypto infrastructure
- Deep understanding of the crypto custody landscape and infrastructure
- Proven track record of onboarding and growing institutional client accounts and exceeding sales targets
- Strong communication and interpersonal skills with ability to explain complex products to senior stakeholders
- Fluent English required; Mandarin is a strong plus
- Highly organized and self-driven, comfortable in fast-paced, high-stakes environments
Benefits
- Generous paid time off including birthday, work anniversary, and mental health leave
- Access to corporate discounts and employer perks
- Medical and retirement plans
- Professional learning and development opportunities
- Modern tools and technology including Claude Enterprise access
- Fun and friendly office spaces in Hong Kong, Singapore, Dubai, and Vietnam
- Regular company and social events