Director, Institutional Sales

Lorum • New York, NY

13h • Hybrid

About The Position

The structural conflict at the centre of correspondent banking is not technological. It is economic. Banks earn revenue from their balance sheets: they lend deposits, capture FX spreads, and hold funds as long as it is rational to do so. Clearing, the act of releasing funds quickly and predictably, competes directly with those economics. An institution designed to lend has a structural incentive to hold deposits; an institution designed to clear has an incentive to release them. When one institution does both, clearing loses. The result is unpredictable settlement, trapped capital, and a correspondent network shrinking by design.

Lorum was founded on a different premise: clearing as the business, not a byproduct. The model has been operational since 2023 and grew 55x in 2025, with USD clearing now the majority of volumes alongside a growing treasury offering. We have applied for a U.S. national trust bank charter. The people we hire now will build the clearing and treasury infrastructure it unlocks.

Requirements

• At least three years selling directly to banks, in correspondent banking, transaction banking, FI sales or trade finance. We are also open to people who have sold other financial products into banks, including core banking and enterprise software, where the buyer was genuinely a bank and you have real payments depth.
• An active book of contacts at mid-sized banks, ideally Treasury, FI or Correspondent Banking decision makers, that converts into pipeline from day one.
• Correspondent banking mechanics: nostro and vostro accounts, SWIFT messaging, EUR and USD clearing, and cross-border payments.
• Correspondent banking risk, AML, CFT and sanctions expectations, and due diligence for FI relationships.
• Strong negotiation, deal structuring and closing, and comfortable being measured on self-generated revenue.
• Cycles involving compliance, operations, treasury and executive buyers, run through a champion.
• Self-starting. You build your own pipeline and do not wait to be fed leads.
• Commercially sharp. You understand how your buyers' businesses work, not just how to run a sales process.
• Technically curious. You can speak credibly about clearing, virtual accounts and FX without needing a solutions engineer in every call.
• High ownership. You take responsibility for outcomes, not just activity.
• Driven. Intensity and accountability are core to how you work, not words on a page.

Nice To Haves

• Experience at infrastructure-layer fintechs: cross-border payments, FX, clearing
• Startup or high-growth environment experience, founding AE or early GTM builder especially valued
• A conference network in payments, or a portable book of business
• Experience with Salesforce, HubSpot or equivalent

Responsibilities

• Build and own a self-sourced pipeline of mid-sized banks that need EUR or USD correspondent access. Typically regional and national banks, challenger banks, and banks in emerging or frontier markets.
• Self-prospect rather than rely on SDR support, because there is none.
• 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 well above £100k ARR.
• Lead consultative conversations on how clearing, virtual accounts and FX localise and streamline a customer's payment infrastructure.
• Run 5+ stakeholder cycles through a strong champion, and build trust with C-level decision makers.
• Own handover to implementation and customer success, and make sure clients go live and start generating volumes.
• Feed market insight back to product, compliance and operations.
• Expect to travel around 40% of the time once ramped. This role runs on in-person meetings with banks.

Benefits

• Flexible vacation policy
• Private Healthcare
• Employee stock ownership (ESOP)
• Flexible working and autonomy
• Pay it forward days - we offer 2 annual pay it forward days where you can take time to volunteer for a charitable cause that is important to you.
• Wellness days - we believe you can only work your best when you feel your best, and we know working at Lorum is intense, so we offer 3 wellness days every quarter where you can take time to re-energize

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed