Director, Institutional Sales

Webull Financial•Saint Petersburg, FL

About The Position

We are seeking a Director, Institutional Sales (North America) to join our team as we launch a next-generation institutional brokerage and clearing platform. This role will report to the Head of Institutional Services and play a critical role in building and scaling Webull’s B2B institutional business across North America.

Requirements

5–10+ years of experience in institutional sales, business development, or clearing/custody sales within financial services.
Strong understanding of brokerage infrastructure, clearing and settlement processes, and institutional client operating models.
Established network of fintech, RIA, and broker-dealer contacts across North America.
Proven ability to manage and close complex, multi-party, multi-stage B2B sales cycles.
Strong presentation and communication skills, with the ability to explain complex concepts to both technical and non-technical audiences.
Experience working cross-functionally with Product, Compliance, Legal, Risk, and Operations teams.
Comfort working in a fast-paced, build-and-scale environment.

Nice To Haves

Experience selling clearing, custody, or prime brokerage solutions.
Familiarity with institutional onboarding frameworks such as FINRA Rule 4311, omnibus documentation, enhanced due diligence (EDD), and FIX connectivity.
Understanding of the competitive institutional brokerage landscape and emerging fintech verticals.
Ability to translate client requirements into actionable inputs for technical teams.
Comfort with technical concepts such as APIs, FIX, OMS, and EMS platforms.

Responsibilities

Lead the full sales lifecycle for North American institutional B2B opportunities, including prospecting, pitching, negotiation, and closing.
Drive business development across a range of institutional client types, including: Fintechs seeking clearing, custody, API brokerage, or infrastructure support
RIAs and asset managers requiring custody and execution services
Introducing brokers (fully disclosed, omnibus, and piggyback structures)
Proprietary trading firms and high-touch institutional clients
Build and manage a robust sales pipeline, including regional market strategies, revenue forecasting, and pipeline reporting.
Partner closely with Product, Institutional Operations, Risk, and Compliance teams to align client needs with platform capabilities.
Create and deliver compelling product demonstrations and institutional presentations tailored to varying levels of technical sophistication.
Collaborate with Legal and Compliance teams to negotiate commercial terms, onboarding requirements, and integration timelines.
Work with technical integration teams to support client onboarding, including API and FIX connectivity.
Represent Webull at industry conferences, trade shows, and institutional events across the U.S. and Canada.
Gather and synthesize client feedback to inform product enhancements and the long-term institutional platform roadmap.
Maintain strong CRM discipline and provide regular reporting on pipeline health, conversions, and projected revenue.

Benefits

Comprehensive Health Coverage: 100% paid medical and dental insurance for employees and dependents, vision insurance, and more!
Financial Support: 401(k) match, commuter benefits for NY positions, and short-term disability coverage.
Work-Life Balance: Generous time off that increases with tenure, paid parental leave, personal days, sick time, volunteer days and company holidays.
Wellness & Pet Care: Fitness and wellness benefits, plus pet insurance for your furry friends.
Investing in Your Future: We provide tuition reimbursement to help you pursue relevant degrees, certifications, and training that align with your career goals.
Dynamic Office Perks: Catered lunches (every Friday), fully stocked kitchens, and monthly happy hours to connect and collaborate.

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