Head of Prime Brokerage Sales (Managing Director)

Bank of Montreal•New York, NY

About The Position

BMO Capital Markets is seeking an exceptional, strategic, and highly connected leader to serve as Head of Prime Brokerage Sales origination . This leader will be accountable for accelerating the growth and evolution of our Cash Prime Brokerage platform and related equity financing and prime services solutions, through best-in-class origination, senior client coverage, and disciplined execution across the franchise. This role requires a proven originator and platform-builder who can set a clear commercial agenda, develop and convert a high-quality client pipeline, and lead a high-performing team in a highly competitive global prime services landscape. The successful candidate will combine deep market and product expertise with strong cross-functional leadership to deliver innovative, client-centric financing and execution strategies for hedge funds, asset managers, and institutional investors.

Requirements

Proven, measurable track record of origination and revenue generation in Prime Brokerage / Prime Services / Equity Finance, with deep expertise across Cash PB, equity TRS, Delta One, and stock loan.
12–15+ years of progressively senior experience in Prime Brokerage, Equity Finance, or closely related institutional sales and coverage roles.
Demonstrated ability to build and influence at the highest levels with hedge funds and institutional clients, strong market connectivity and credibility.
Strategic vision and execution excellence; Ability to set direction, mobilize cross-functional stakeholders, and deliver results through disciplined operating cadence.
Strong leadership capabilities with experience hiring, developing, and motivating teams in a competitive market environment.
Deep understanding of the operating model: onboarding, documentation, credit/risk partnership, and delivering a controlled, scalable client experience.

Responsibilities

Strategic Leadership & Platform Growth Define and execute the multi-year strategic roadmap for Prime Brokerage Sales Origination, aligned with BMO Ambition 2030 and the firm’s enterprise priorities, including a World-class client experience and disciplined risk management. Establish and refine the coverage model, target-client segmentation, and go-to-market approach to drive sustainable growth in revenues, balances, and wallet share across prime services. Partner with Equities, Prime Finance/Trading, Risk, Operations, Technology, Legal, and Compliance to scale the platform with speed, control, and consistency.
Client Origination & Senior Relationship Management Leverage a deep industry network to originate new, profitable prime brokerage relationships and expand existing mandates; maintain senior connectivity across hedge fund C-suites, COOs/CFOs, portfolio managers, and institutional decision-makers. Own end-to-end new business development: prospecting, client pitches, commercial negotiation, onboarding coordination, and ramp to full monetization. Deliver customized client solutions spanning Cash PB equity TRS, Delta One, stock loan, and event-driven/special situations financing and coordinating internal resources to provide a differentiated client experience. Build a scalable growth strategy that increases penetration across client portfolios, expands cross-product adoption, and drives durable multi-year relationships.
Commercial Management & Accountability Set and deliver against agreed commercial objectives, including revenue growth, client profitability, wallet share, and balance sheet efficiency (in partnership with Product/Trading and Finance). Implement pipeline discipline, reporting cadence, and forecasting rigor; ensure high-quality prioritization of prospects and resource deployment across the team. Influence product prioritization and platform investments by translating client demand into clear business cases and execution plans.
Risk Partnership & Operational Excellence Partner with Risk/Credit to embed client-centric margin and risk frameworks that enable growth while protecting the firm; ensure appropriate governance around onboarding, limits, and documentation. Work closely with Legal, Operations, and Client Service to drive seamless client onboarding and lifecycle support; ensure high operational standards, strong controls, and consistent service delivery. Champion process improvements and platform modernization that reduce friction, improve transparency, and enhance client experience at scale.
Leadership, Talent Development & Culture Lead, coach, and develop a high-performing origination team; establish clear expectations, performance standards, and a culture of collaboration, accountability, and innovation. Recruit and retain top talent; build bench strength and succession planning across key client coverage segments.
Market Expertise & Thought Leadership Provide expert guidance on prime brokerage market structure, synthetic and cash financing dynamics, collateral optimization, and key hedge fund strategy trends. Represent the firm at industry conferences and client forums; cultivate relationships with ecosystem partners and service providers to enhance franchise positioning.