Sales Director - Fireblocks

About the role

This role focuses on driving institutional sales for Fireblocks' Trust division, specifically in qualified digital asset custody. The Sales Director will act as a subject matter expert, supporting the platform sales team in closing deals where custody is a key factor. Responsibilities include positioning and selling custody services to a diverse client base, such as funds, registered investment advisers, and fintechs, while ensuring these offerings align with client mandates and risk profiles.

A core part of the position involves educating and consulting clients on the value proposition of a qualified custodian, including asset segregation and regulatory standing. The Sales Director will also support additional custody offerings like staking, presenting them as complementary services. Success in this role means effectively communicating complex regulatory and custody concepts, structuring tailored solutions, and contributing to the growth of assets under custody.

The Sales Director will work cross-functionally with product, operations, legal, and compliance teams to refine positioning, assist with due diligence, and ensure smooth client onboarding. This also includes providing market intelligence on competitor offerings and regulatory changes to inform product development. Developing sales enablement materials for the broader sales team is another key aspect, ensuring consistent and confident communication of the qualified custody value proposition.

The base salary for this position ranges from $184,000 to $240,000, which is part of a larger compensation package that may include bonuses and equity.

Skills that matter here

• Qualified Custody and digital assets: A strong understanding of these concepts, including custodial structures and regulatory frameworks, is essential for educating clients and structuring deals.
• institutional sales: A proven track record in supporting and closing institutional sales is required, ideally within custody, digital assets, or financial services.
• communication and presentation skills: These are necessary for explaining complex regulatory and custody concepts clearly to sophisticated institutional buyers.
• analytical mindset: This skill is used to interpret pipeline and adoption data, translating it into actionable sales strategies and motions.

Who this role suits

• You have a background in institutional sales within the financial services or digital asset industry.
• You possess a deep understanding of regulatory frameworks related to qualified custody.
• You are adept at explaining complex technical and regulatory information to sophisticated clients.
• You thrive in a fast-paced environment and enjoy collaborating with various internal teams.

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.