SALES DIRECTOR needed at one of our clients that provides the industry's leading complete prime brokerage technology platform!!! Hybrid 3 days per week in NYC only. Base $175k - $200k x2 OTE with massive accelerators in place and strong potential for much more. Must have deep knowledge of prime brokerage space with experience selling to, or working within, prime brokerage technology, operations, or risk management functions at an investment bank, prime broker, or fintech. Must also have a very strong network in the PB world. FYI this is a retained search so all candidates must go through us.
Our client offers the industry's most complete prime brokerage technology platform, including solutions across physical prime, synthetic prime, securities lending and a real-time, cross-asset risk management engine.
WHAT YOU WILL DO:
Drive New Business
▪ Own a named account list of target prime brokers, regional banks, and clearing firms — managing the full sales cycle from prospecting to close.
▪ Identify and qualify new opportunities across Tier 1, Tier 2, and challenger prime brokers globally.
▪ Execute territory-specific go-to-market strategies aligned with the entire product suite
▪ Build and maintain a rigorous pipeline with accurate forecasting in CRM, targeting $2M+ in annual contract value per year.
Manage Strategic Relationships
▪ Establish and deepen C-level and senior-level relationships with Chief Technology Officers, Chief Operating Officers, Heads of Prime Finance, and Heads of Prime Technology.
▪ Navigate complex, multi-stakeholder enterprise sales processes within global investment banks and broker-dealers, including procurement, legal, compliance, and technology teams.
▪ Serve as a trusted advisor, providing consultative guidance on how the platform reduces build cost, accelerates time-to-market, and improves risk management.
Collaborate Internally
▪ Partner with Product, Engineering, and Professional Services to translate client needs into product feedback and feature prioritization.
▪ Work closely with the client success and implementation teams to ensure seamless handoffs and high retention.
▪ Represent the firm at industry conferences, client events, and roundtables — including Hedgeweek, Risk.net events, FIA, and SuperReturn.
▪ Collaborate with the broader sales team to identify and execute cross-sell opportunities
Own Your Market
▪ Develop deep expertise in the prime brokerage competitive landscape — including competitor platforms, key industry trends, and client investment priorities.
▪ Track regulatory and market structure developments that create tailwinds or headwinds for adoption.
▪ Provide market intelligence to inform product roadmap, pricing strategy, and competitive positioning.
WHAT YOU BRING
Required:
▪ 8+ years of enterprise B2B sales experience in financial technology, with a demonstrable track record of closing complex, high-value deals.
▪ Deep knowledge of prime brokerage — including physical prime (cash equity), synthetic prime (equity swaps / TRS), and securities lending operations.
▪ Prior experience selling to, or working within, prime brokerage technology, operations, or risk management functions at an investment bank, prime broker, or fintech.
▪ Proven ability to navigate long, multi-stakeholder sales cycles in regulated financial institutions — from initial discovery through commercial negotiation and contract execution.
▪ Strong existing network of relationships with technology, operations, and senior business leaders across prime brokerage.
▪ Excellent communication and presentation skills — able to articulate complex technical value propositions to both technical and non-technical audiences.
▪ Self-starter mentality with the ability to operate independently in a fast-paced, high-growth scale-up environment.
Preferred:
▪ Experience with synthetic prime brokerage — specifically total return swaps (TRS), portfolio swaps, and their associated operational workflows.
▪ Familiarity with securities lending, repo financing, and margin management technology.
▪ Prior experience at a prime brokerage technology vendor (e.g., Broadridge, FIS, S&P Global Market Intelligence, Murex, Finastra) or within prime services at a Tier 1 bank.
▪ Understanding of the regulatory environment governing prime brokerage — including Basel III/IV, SFTR, UMR, and their impact on prime broker economics.
▪ Experience selling SaaS or managed-service technology into capital markets infrastructure.