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About the Role
Originates and converts high-value relationships across the United Kingdom and Europe, focusing on institutional-grade digital asset custody and adjacent services. Acts as a senior commercial partner, leading priority client relationships and representing the market internally.
Responsibilities
- 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, establishing client use case, executive sponsor, buying process, incumbent arrangements, economics, and path to implementation.
- Lead opportunities from first engagement through commercial assessment, diligence, pricing, contracting, and implementation planning.
- Position institutional-grade custody as the foundation of a broader institutional client relationship and identify relevant opportunities across trading, liquidity, collateral, and financing.
- Use existing network to establish and deepen relationships across hedge funds, crypto-native funds, asset managers, banks, 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.
- Work with the international sales team on market-entry and coverage plans across the United Kingdom and Europe.
Requirements
- 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, with greater weight placed on the quality of relationships, judgement, and sales record.
- Experience in traditional finance or the crypto industry, with a strong understanding of both markets and the ability to bridge their products, operating models, and client expectations.
- Existing senior relationships across one or more priority institutional segments in the United Kingdom, continental Europe, or both.
- 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 to distinguish genuine implementation intent and assess value.
- Clear, credible communication with senior external clients and internal decision-makers.
- Ability to simplify technical and regulatory issues without overstating product capability.
Skills
- Prime brokerage experience (strongly preferred)
- Working knowledge of custody
- Working knowledge of trading
- Working knowledge of collateral optimisation
- Working knowledge of financing
- Understanding of traditional finance and crypto markets
- Institutional sales
- Relationship management
- Business development
- Capital markets
- Securities services
- Digital assets
- CRM pipeline management
- Account planning
- Market entry strategy
- Coverage planning
- Commercial assessment
- Diligence
- Pricing
- Contracting
- Implementation planning
- Communication
Location
- United Kingdom
- Europe
Work Type
- Full-time
Experience Level
- 8+ years of relevant experience
- Senior
About the Company
- Fidelity Digital Assets® is a subsidiary of Fidelity Investments and operates as a separate business dedicated to digital assets.
- The team combines the operational and technical experience that institutions and investors expect from a Fidelity business with specialist digital asset expertise.
- They build institutional-grade products and services that help clients adopt digital assets and innovate within an increasingly digital financial system.