Institutional Sales / Client Coverage – North America

We are partnering with a global exchange seeking an experienced institutional derivatives sales person to drive new business growth across North America.

In this role you will be responsible for originating, developing, and closing new revenue opportunities with institutional investors across the US and Canada. You will leverage your established network with pension funds, asset managers, insurers, and other long‑only buy‑side institutions to deliver growth in a rapidly evolving market structure. The environment is entrepreneurial and fast‑paced, suiting a true “hunter” sales profile with strong market credibility in derivatives.

Key Responsibilities

• Originate and win new institutional clients in the US and Canada, focusing on pension funds, asset managers, insurers, and other long‑only buy‑side firms.
• Build and manage a high‑quality pipeline from first contact through to negotiation, onboarding, and revenue ramp‑up.
• Promote and position the firm’s derivatives and trading solutions, tailoring proposals to client investment and risk‑management needs.
• Act as a senior point of contact for key decision makers, including CIOs, portfolio managers, and heads of trading.
• Collaborate closely with product, trading, technology, and risk teams to structure and deliver client solutions.
• Stay current on regulatory developments and market structure changes, ensuring client conversations are informed and compliant.
• Represent the firm at industry conferences, roadshows, and client events to enhance brand visibility and deepen relationships.

Skills and Experience

• 10-15 years of senior, client‑facing experience in institutional sales, hedge fund sales, electronic trading, listed derivatives, QIS, or delta one sales or inter‑dealer brokerage roles.
• Demonstrated ability to originate new relationships, open and advance senior‑level dialogue, and expand coverage.
• Deep, active network across North American long‑only institutional investors (pension funds, asset managers, and insurance firms).
• Strong derivatives background with credibility across listed and/or OTC products and associated market structure.
• Demonstrable track record of originating, structuring, and closing new business with institutional clients.
• Working knowledge of regulatory frameworks relevant to trading and derivatives.
• Asian connectivity: understanding of Asian markets, investor base, and cross‑border investment flows is highly advantageous.
• Excellent commercial judgement, negotiation skills, and executive presence in senior client meetings.

Personal Qualities

• Hunter mentality: entrepreneurial, energetic, persistent, and comfortable with clear revenue targets.
• Highly credible relationship builder with a trusted reputation among institutional clients.
• Analytical and solutions‑oriented, able to translate complex client needs into clear commercial opportunities.
• Collaborative team player who can work effectively across product, trading, technology, and senior management.

Compensation

The firm offers an attractive base salary, a market‑leading performance‑based incentive scheme, and a comprehensive benefits package aligned to experience and revenue contribution.

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