Position Overview
We are seeking an experienced Institutional Sales Director to spearhead our expansion into the institutional market. This role will be responsible for introducing our execution-only brokerage services to institutional investors, building strong client relationships, and serving as the bridge between client needs and our product development team.
Key Responsibilities
Business Development & Sales
- Identify, target, and acquire institutional clients including hedge funds, asset managers, family offices, prop trading firms, and quantitative funds
- Present our execution-only value proposition, emphasizing cost savings, technology capabilities, and algorithmic execution
- Conduct client meetings, product demonstrations, and capability presentations
- Negotiate commission structures and service agreements
- Achieve quarterly and annual client acquisition and revenue targets
Client Relationship Management
- Serve as primary point of contact for institutional clients
- Maintain regular communication to understand evolving client needs and trading patterns
- Provide ongoing support during client onboarding and integration
- Handle client escalations and ensure high service satisfaction
- Conduct periodic business reviews with key accounts
Market Intelligence & Product Development
- Gather client feedback on platform functionality, execution quality, and service gaps
- Collaborate with technology and operations teams to relay client requirements
- Monitor competitor offerings and market trends
- Contribute to product roadmap development based on institutional client needs
- Provide input on pricing strategies and service enhancements
Industry Expertise & Consultation
- Educate clients on our API and FIX protocol connectivity options
- Advise clients on optimal execution strategies using our algorithmic tools (TWAP, Iceberg)
- Support clients with regulatory reporting requirements and custom report generation
- Stay current on Vietnamese market regulations and institutional trading requirements
Required Qualifications
Experience Requirements
Minimum 7-10 years in institutional sales, with at least 5 years specifically in:
- Institutional equity sales or trading
- Prime brokerage or execution services
- Financial technology sales to institutional clients
- Buy-side institutional relationship management
Technical Knowledge
- Deep understanding of institutional trading workflows and operations
- Knowledge of execution algorithms, order management systems, and trading protocols
- Familiarity with API integrations, FIX protocol, and electronic trading platforms
- Understanding of risk management requirements for institutional clients
- Knowledge of Vietnamese securities regulations and market structure
Client Relationship Skills
- Proven track record of acquiring and managing institutional relationships
- Experience working with hedge funds, asset managers, family offices, or similar institutions
- Understanding of institutional decision-making processes and buying cycles
- Ability to navigate complex organizational structures and multiple stakeholders
Communication & Presentation
- Excellent presentation and communication skills in English and Vietnamese
- Ability to explain complex technical concepts to non-technical audiences
- Strong negotiation and deal structuring capabilities
- Comfortable presenting to C-level executives and investment committees
Preferred Qualifications
- MBA or advanced degree in Finance, Economics, or related field
- CFA, FRM, or other relevant professional certifications
- Previous experience at a prime broker, institutional ECN, or execution-only platform
- Existing network of institutional contacts in Vietnam or Southeast Asia
- Experience with regulatory compliance and reporting requirements
- Background in financial technology or fintech sales
Key Success Metrics
- Number of new institutional clients acquired quarterly
- Assets under management/trading volume generated
- Client retention and satisfaction scores
- Revenue growth from institutional segment
- Product enhancement requests successfully implemented
Reporting Structure
- Reports directly to Head of Equities
