Job Description:
Director, Fidelity Digital Assets®, International Sales
Fidelity Digital Assets® is hiring a Director to originate and convert high-value relationships across the United Kingdom and Europe. The role is focused on institutional-grade digital asset custody and adjacent services. The Director will be a senior commercial partner to the international sales leadership team, with the judgement and autonomy to lead priority client relationships, run complex opportunities and represent the market internally.
Prime brokerage experience is strongly preferred (but not a requirement), together with working knowledge of custody, trading, collateral optimisation or financing. Candidates may come from traditional finance or the crypto industry but must have a good understanding of both and be able to bridge them as the markets converge. The Director will bring relevant senior relationships across one or more priority segments, deeper C-suite access and a record of shaping strategy and leading strategically important relationships.
The Role
- Own senior relationships and new-business origination across priority institutional segments, with the United Kingdom and Europe as the principal focus.
- Develop a concentrated portfolio of qualified opportunities. Establish the client use case, executive sponsor, buying process, incumbent arrangements, economics and realistic path to implementation before committing significant internal resources.
- Lead opportunities from first engagement through commercial assessment, diligence, pricing, contracting and implementation planning, working closely with product, legal, compliance, risk, operations, onboarding and client service.
- Position institutional-grade custody as the foundation of a broader institutional client relationship and identify relevant opportunities across trading, liquidity, collateral and financing, subject to product capability and regulatory approval.
- Use an existing network to establish and deepen relationships across hedge funds and crypto-native funds, asset managers, banks and private banks, ETF and ETP issuers, structured-solutions providers, wealth platforms and selected asset owners.
- Translate client needs and market developments into clear commercial priorities. Represent the client and market in internal decisions on product, connectivity, service model, pricing and operating readiness.
- Build account plans for priority prospects and maintain rigorous pipeline discipline in the CRM, including next decisions, dependencies, probability, timing and expected relationship value.
- Work with the international sales team on market-entry and coverage plans across the United Kingdom and Europe. Additional relationships in other regions are valuable where they support the international franchise.
Expertise & Skills You Bring
- A strong record in institutional sales, relationship management or business development within prime brokerage, custody, capital markets, securities services, digital assets or a closely related institutional business.
- 8+ years of relevant experience. We will place greater weight on the quality of the candidate’s relationships, judgement and sales record than on years alone.
- Experience in traditional finance or the crypto industry, with a strong understanding of both markets and the ability to bridge their products, operating models, client expectations.
- Existing senior relationships across one or more priority institutional segments in the United Kingdom, continental Europe or both. Relationships elsewhere are an advantage, but do not replace relevant UK or European coverage.
- A practical understanding of institutional custody and at least one adjacent area such as trading and liquidity, collateral optimisation, financing, prime services, fund or product infrastructure, or institutional onboarding.
- Evidence of converting long-cycle, multi-stakeholder opportunities, including navigating investment, operations, technology, risk, legal, compliance and procurement stakeholders.
- Strong commercial judgement: able to distinguish genuine implementation intent from general market interest and to assess lifetime value, wallet-share potential, cost to serve and strategic reference value.
- Clear, credible communication with senior external clients and internal decision-makers. Able to simplify technical and regulatory issues without overstating product capability.
What Success Looks Like
- A focused pipeline of opportunities with a named sponsor, defined use case, decision process and credible route to mandate.
- Conversion of priority relationships into commercially sound institutional-grade custody mandates and broader institutional opportunities.
- Stronger senior coverage and account intelligence across the United Kingdom and priority European markets.
- Effective coordination across sales, product and control functions, with clear ownership of client decisions and internal dependencies.
The Team
Fidelity Digital Assets® is a subsidiary of Fidelity Investments and operates as a separate business dedicated to digital assets. Our team combines the operational and technical experience that institutions and investors expect from a Fidelity business with specialist digital asset expertise. We build institutional-grade products and services that help clients adopt digital assets and innovate within an increasingly digital financial system.