Director, Institutional Sales

Lorum•New York, NY

2d•Hybrid

About The Position

Lorum is building a dedicated institutional sales team to sell into banks and financial institutions. The company is seeking experienced originators to drive new business across mid-sized banks that require reliable access to EUR, GBP, and USD clearing and correspondent banking. This is a hunter role where the individual will be responsible for bringing an existing network, generating their own pipeline, and managing deals from initial contact to signed agreement and onboarding with minimal supervision. The role involves being the primary point of contact for prospective respondent banks, positioning Lorum's nostro and vostro, clearing, trade finance, and correspondent banking capabilities to Treasury, Correspondent Banking, and FI teams. The team structure is evolving, and reporting lines may change as senior leaders are hired. This role is advertised at the Director level, but depending on experience, candidates may be hired as Senior Institutional Sales (L3) or Director, Institutional Sales (L4). These are individual contributor roles without direct reports. Candidates without payments depth, card payments, or consumer fintech experience, or those requiring an SDR for pipeline generation, are not suitable for this role.

Requirements

At least three years of direct selling experience to banks in correspondent banking, transaction banking, FI sales, or trade finance.
Experience selling other financial products into banks, including core banking and enterprise software, with genuine payments depth.
An extensive network in the banking sector, particularly in treasury & strategy departments.
Understanding of correspondent banking mechanics: nostro and vostro accounts, SWIFT messaging, EUR and USD clearing, and cross-border payments.
Fluency in correspondent banking risk, AML, CFT, sanctions expectations, and due diligence for FI relationships.
Strong negotiation, deal structuring, and closing skills.
Comfort being measured on self-generated revenue.
Ability to navigate multi-stakeholder cycles involving compliance, operations, treasury, and executive buyers, managed through a champion.
Self-starting attitude; ability to build own pipeline without waiting for leads.
Commercially sharp understanding of buyers' businesses.
Technically curious; ability to speak credibly about clearing, virtual accounts, and FX.
High ownership; taking responsibility for outcomes.
Driven with intensity and accountability.

Nice To Haves

Experience at infrastructure-layer fintechs (cross-border payments, FX, clearing).
Experience in a startup or high-growth environment, especially as a founding AE or early GTM builder.
A conference network in payments or a portable book of business.
Experience with Salesforce, HubSpot, or equivalent CRM systems.

Responsibilities

Build and own a self-sourced pipeline of mid-sized banks needing EUR or USD correspondent access, including regional and national banks, challenger banks, and banks in emerging or frontier markets.
Self-prospect for leads, as there is no SDR support.
Own and qualify correspondent banking leads from the website, referrals, and events.
Build accurate forecasts and carry a total quota of £2m+, with individual deals typically exceeding £100k ARR.
Lead consultative conversations on how clearing, virtual accounts, and FX can localize and streamline a customer's payment infrastructure.
Manage 5+ stakeholder cycles through a strong champion and build trust with C-level decision-makers.
Own the handover to implementation and customer success teams to ensure clients go live and start generating volumes.
Provide market insights back to product, compliance, and operations teams.
Travel approximately 40% of the time once ramped, focusing on in-person meetings with banks.