Sales Director - Fireblocks

About the role

In this role, you will act as a subject matter expert in qualified custody, collaborating with the platform sales team to advance and close deals. Your responsibilities will include educating clients on the benefits of qualified custody and tailoring custody arrangements to meet their specific needs.

You will work cross-functionally with various departments to refine custody offerings and ensure seamless client engagement. Success in this position will be measured by your ability to grow assets under custody and deepen client relationships through effective communication and sales enablement.

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

Who this role suits

• A person with a proven track record in institutional sales, particularly in custody or fintech.
• Someone who understands the regulatory landscape and custodial structures of digital assets.
• An excellent communicator who can simplify complex concepts for clients.
• A proactive and collaborative individual comfortable in a fast-paced environment.

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.