Buy-Side Institutional Sales Director
Role OverviewA fast‑growing institutional FinTech provider is seeking a Sales Executive based in New York to drive new business across the investment management ecosystem. The firm delivers cloud‑based workflow, analytics, and commission‑management solutions used by asset managers, brokers, and research providers globally.This role is ideal for someone who combines capital‑markets domain expertise, strong SaaS sales capability, and the ability to navigate complex, multi‑stakeholder enterprise deals. You will own the full sales cycle, collaborate closely with product and senior leadership, and help shape the commercial strategy for the Americas.Key ResponsibilitiesNew business development — Identify, qualify, and convert opportunities across asset managers, hedge funds, brokers, and research providers. Deliver revenue targets for the Americas region.Value‑led selling — Articulate a differentiated product proposition within a competitive landscape. Maintain awareness of market trends and competitor offerings.Subject‑matter expertise — Develop deep knowledge of the investment research, trading, and workflow‑automation space. Act as a consultative partner to both buy‑side and sell‑side stakeholders.Product collaboration — Stay current on platform capabilities and contribute structured feedback to influence the product roadmap.Deal strategy — Build bespoke sales strategies for each opportunity. Document key insights, coordinate internal stakeholders, and partner with sales leadership to progress deals to close.Pipeline management — Qualify inbound and outbound leads, run tailored demos, and guide prospects through the sales funnel.Cross‑functional collaboration — Work with senior colleagues, product specialists, and partner firms to advance opportunities and unlock cross‑sell potential.CRM discipline — Maintain accurate records of leads, activities, and opportunities to ensure transparency and forecasting accuracy.Required Skills & ExperienceEssential:Client‑facing excellence — Ability to build and deepen relationships with senior stakeholders at target firms.Pipeline creation — Demonstrated success generating and managing a robust pipeline.Hunter mentality — Comfortable with outbound prospecting and high‑touch engagement.Software sales capability — Experience explaining and demonstrating complex software workflows.Independent productivity — Self‑motivated, organised, and disciplined.Communication skills — Exceptional written and verbal communication.Team collaboration — Comfortable partnering with colleagues to close enterprise deals.Experience selling into buy‑side trading desks, ideally including OMS/EMS, TCA, or adjacent trading‑workflow solutions.DesirableInvestment research domain knowledge — Understanding of research valuation, unbundling, and global regulatory frameworks.Buy‑side / sell‑side dynamics — Familiarity with how investment research and trading workflows operate across both sides of the market.B2B SaaS in capital markets — Experience selling workflow or analytics platforms to institutional clients.Consulting background — Experience advising financial institutions.Sales tools proficiency — CRM (Salesforce, HubSpot), LinkedIn Sales Navigator, Excel, Notion, Slack.Bachelor’s degree or equivalent.