Sales Director - Qualified Custody
$184,000–$240,000 year
HybridNew York, United States
Job Summary
Embed with the platform sales team as the qualified-custody subject-matter expert to support 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, educating them on asset segregation, bankruptcy-remoteness, and regulatory standing while assisting in deal structuring tailored to each client's mandate. Work cross-functionally with product, operations, legal, and compliance to refine positioning, support diligence, and ensure seamless onboarding. Develop sales enablement materials including decks, FAQs, and case studies, while tracking pipeline adoption to grow assets under custody. Provide competitive market intelligence on custodian offerings and regulatory developments to sharpen TrustCo's positioning.
Required Qualifications
- Proven track record of supporting and closing institutional sales
- Strong understanding of Qualified Custody and digital assets
- Excellent communication and presentation skills
- Analytical mindset
- Comfortable operating as an overlay resource in a fast-paced, evolving industry
- Proactive, collaborative, solution-oriented approach
- Ability to work in a hybrid work model three days per week in-office
- Ability to work remotely from New York or from NYC HQ
Desired Qualifications
- 5–7 years of experience in digital asset custody, institutional crypto, or regulated financial services
- Familiarity with the regulatory landscape for Qualified Custodians (e.g., NYDFS-chartered trust companies, national trust bank charters, and adviser custody requirements)
- Existing relationships across institutional and high-net-worth crypto market participants
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.