Sales Director - Fireblocks

About the role

This role involves acting as a subject matter expert for qualified custody within Fireblocks' platform sales team. The Sales Director will support account executives in closing deals where custody is a key decision factor, positioning and selling qualified custody services to a range of institutional clients, including funds, registered investment advisers, and fintechs. Success in this position means effectively integrating custody solutions into broader platform sales and increasing assets under custody.

A core responsibility is client education and consultation. The Sales Director will explain the value of a qualified custodian, covering aspects like asset segregation, bankruptcy remoteness, and regulatory standing, and how these align with clients' fiduciary and regulatory obligations. This also includes assisting in deal structuring to tailor custody arrangements to specific client mandates and risk profiles, and supporting offerings like staking that complement the core custody value proposition.

The position requires significant cross-functional collaboration with product, operations, legal, and compliance teams to refine custody positioning, support due diligence, and ensure smooth client onboarding and ongoing engagement. The Sales Director will also provide market intelligence on competitor offerings and regulatory changes, and develop sales enablement materials to help the platform sales team communicate the qualified-custody value proposition effectively.

The estimated base salary range for this position is $184,000 to $240,000, with total compensation potentially including bonuses, equity, and benefits.

Skills that matter here

• custody: This role requires a strong understanding of qualified custody structures, regulatory frameworks, and how they apply to institutional clients.
• digital assets: The Sales Director will work with institutional clients on digital asset custody, requiring knowledge of the market and its specific needs.
• fintech: Experience in the fintech sector is relevant, as the role involves selling custody solutions to fintech companies and other financial services firms.
• financial services: A background in institutional sales within financial services is essential for understanding client needs and regulatory environments.
• communication: The role demands excellent communication skills to explain complex regulatory and custody concepts clearly to sophisticated buyers.
• analytical mindset: An analytical mindset is needed to interpret pipeline and adoption data, translating it into actionable sales strategies.

Who this role suits

• Someone with a proven track record in institutional sales, specifically within custody, digital assets, or broader financial services.
• A person who can operate effectively as an overlay resource, supporting a larger sales team while also driving their own initiatives.
• An individual who is proactive, collaborative, and solution-oriented, comfortable in a fast-paced and evolving industry.
• A candidate who can clearly articulate complex regulatory and custody concepts to sophisticated institutional clients.

From the employer

Key Responsibilities

• Act as the qualified-custody SME embedded with the platform sales team, supporting account executives in advancing and closing deals where custody is a decision driver.
• Position and sell qualified custody to institutional clients and high-net-worth individuals, including funds, registered investment advisers, exchanges, miners, token issuers, fintechs, and family offices.
• Educate and consult clients on the value of a qualified custodian — asset segregation, bankruptcy-remoteness, TrustCo’s regulatory standing, and on how those protections map to their fiduciary and regulatory obligations.
• Assist in deal structuring by tailoring custody arrangements to each client’s mandate and risk profile.
• Support qualified-custody offerings such as staking where clients can earn rewards on assets held in custody, positioning these as a complement to — not a substitute for — the core custody value proposition.
• Work cross-functionally with product, operations, legal, and compliance to refine custody positioning, support diligence, and ensure seamless onboarding and continued engagement.
• Provide competitive and market intelligence on custodian offerings, regulatory developments, and client feedback to sharpen TrustCo’s positioning and inform product priorities.
• Develop sales enablement materials — decks, FAQs, diligence responses, and case studies — that equip the platform sales team to communicate the qualified-custody value proposition with confidence.
• Track and optimize custody adoption across the pipeline, identifying opportunities to grow AUC and deepen client engagement.

Qualifications

• Proven track record of supporting and closing institutional sales, ideally in custody, digital assets, crypto, fintech, or financial services.
• Strong understanding of Qualified Custody and digital assets — including custodial structures, the regulatory framework for custodians, and the obligations of institutional and fiduciary clients.
• Excellent communication and presentation skills, with the ability to explain complex regulatory and custody concepts clearly to sophisticated buyers.
• Analytical mindset, with the ability to interpret pipeline and adoption data and translate it into actionable sales motions.
• Comfortable operating as an overlay resource in a fast-paced, evolving industry, with a proactive, collaborative, solution-oriented approach.

How We Work

• We operate on a hybrid work model three days per week in-office, enabling our teams to benefit from face-to-face collaboration while maintaining flexibility.
• A reasonable base salary range estimate (or OTE for Sales roles earning commission) for this position is $184,000 - $240,000. The base salary is one component of the total compensation package, which for some roles may include a target bonus, a very competitive equity grant, and very generous benefits.