Regional Institutional Manager

Anchorage Digital

About The Position

At Anchorage Digital, we are building the worldâs most advanced digital asset platform for institutions to participate in crypto. Anchorage Digital is a crypto platform that enables institutions to participate in digital assets through custody, staking, trading, governance, settlement, and the industry's leading security infrastructure. Home to Anchorage Digital Bank N.A., the first federally chartered crypto bank in the U.S., Anchorage Digital also serves institutions through Anchorage Digital Singapore, Porto by Anchorage Digital, and other offerings. The company is funded by leading institutions including Andreessen Horowitz, GIC, Goldman Sachs, KKR, and Visa, with its Series D valuation over $3 billion. Founded in 2017 in San Francisco, California, Anchorage Digital has offices in New York, New York; Porto, Portugal; Singapore; and Sioux Falls, South Dakota. Learn more at anchorage.com, on X @Anchorage, and on LinkedIn. As a Regional Institutional Manager and Member of Stablecoin Solutions at Anchorage Digital, you are integral to driving forward the growth and future success of the company by originating and developing high value financial institution client relationships, and monetizing the companyâs products and services. You are also responsible for generating new revenue opportunities, as well as driving organic revenue by growing and protecting wallet share. Regional Institutional Managers at Anchorage Digital are expected to be ambassadors for the company and our industry, building Anchorage Digitalâs reputation as a trusted partner. Members of the team are expected to work in a collaborative manner with their peers across the team as well as the broader organization, sharing insights, solving problems and driving new initiatives that will serve the needs of our clients and attract new customers to the platform. Skills required include professional communication, negotiation, creative thinking and problem solving. As a Regional Institutional Manager team member, you are expected to develop account plans and strategies to drive revenue growth, build and maintain a robust pipeline, and provide visibility into the opportunities using our CRM system. In addition to managing your portfolio of clients, you will also be involved in helping to drive the broader sales efforts around our stablecoin issuance and cross border settlement strategy. We are looking for a highly motivated and experienced regional financial institution sales representative to join our team, and drive new business from institutional clients active in the digital asset industry, particularly the stablecoins space.

Requirements

Direct industry experience in financial services; within a bank, payment service provider, clearing network.
Strong technical knowledge and passion for stablecoins and banking. Some exposure/interest in blockchain and cryptocurrencies preferred.
Excellent communication skills and sales acumen.
Fluent command of English. Fluency in the regional language(s).
Strong executive presence and ability to articulate Anchorage Digitalâs unique value proposition.
Enhance relationships and your network with senior internal and external stakeholders that impact the success of your team.

Nice To Haves

8+ years experience in B2B institutional sales or relationship management, within financial services, digital assets and/or Saas, with a strong track record of closing deals and hitting targets.
A strong network of institutional financial clients.
Experience working with banks and other financial institution clients.

Responsibilities

Apply analytical and problem solving skills to identify ways to leverage the Anchorage platform to solve problems for clients and demonstrate our value proposition.
Originate and close a pipeline of opportunities, with a nexus to Stablecoin, as well as cross sell across Anchorage Digitalâs other business lines (regulated custody, self custody, staking, brokerage etc) and build meaningful long term relationships with our clients.
Resolve a wide range of client issues in creative ways, suggesting different potential approaches and adapting to dynamic circumstances.
Serve as the primary point of contact and trusted advisor for a portfolio of our treasury clients. Develop a deep understanding of their strategic priorities, technical roadmaps, and pain points.
Structure and negotiate bespoke, multi-product commercial agreements. Focus on stablecoins, but cross sell will include everything from banking and treasury management mandates to complex ecosystem investments and TVL strategies.
Drive sales in your geographic region for Anchorage Digital, originating new mandates for stablecoins across business lines and client types.
Apply judgment in evaluating deals and presenting the right course of action, which could involve restructuring pricing proposals, operational solutions, etc.
Work autonomously, defining priorities to grow and protect revenue by applying creative problem solving skills with minimal supervision.
Take full responsibility to drive the entire lifecycle of a deal, from origination to closure and execute deals decisively with optimal revenue outcomes for the firm.
Proactively identify new opportunities and maintain a robust pipeline with minimal intervention, serving as the regional expert.
Lead client or product specific campaigns or projects that will drive new business and enhance the Anchorage Digital offering
Collaborate across all departments, from legal to product, client experience, compliance etc. to effectively close deals and provide the best experience to our clients.
Work with Stablecoins and Institutional Sales senior management to create a targeted strategy for the [Region], leveraging all of the internal resources available, from marketing, to business operations and client experience.
Act as a brand ambassador for Anchorage Digital, participating in industry events, building a network of clients and industry peers.
Regional Institutional Managers are a critical source of client insights and market intelligence, helping inform our product road map and business plan.
Understand how the companyâs priorities relate to our customer segments and product offerings, and source opportunities to drive revenue that supports the priorities of the firm.
Partner closely with Stablecoin product to share client feedback and represent the interests of our clients in your region.