Sales and Relationship Manager

OSTTRA•New York, NY

12d•$150,000 - $200,000•Hybrid

About The Position

As a Sales and Relationship Manager, you will be a growth engine for OSTTRA, responsible for both new market acquisition and the strategic expansion of our existing accounts. This role requires a sophisticated operator who can hunt for new logos while simultaneously navigating complex global institutions to cross-sell and up-sell the full OSTTRA suite. You will own the entire revenue lifecycle—from the initial "cold-to-close" pursuit of new business to the high-level commercial negotiations required to grow existing annual recurring revenue (ARR).

Requirements

Proven "Hunter & Farmer" Profile: 7–10+ years of experience in a sales role, with a documented history of winning new logos and expanding existing enterprise accounts.
High-Stakes Negotiation: Mastery in navigating complex legal and commercial frameworks, with the ability to close high-six-figure deals and manage multi-year renewals.
Post-Trade Expertise: Deep, authoritative knowledge of the post-trade lifecycle, including clearing, settlement, and regulatory reporting across multi-asset classes.
Executive Presence: Exceptional ability to influence and build "Trusted Advisor" status with COOs, Heads of Trading, and Chief Technology Officers at global Investment Managers.
Analytical Growth Mindset: Skilled at using CRM data and market trends to build a "White Space" map for accounts—knowing exactly where the next $1M in growth will come from.
Solution Architecture: A consultative approach to sales; able to deconstruct a prospect's technical pain points and rebuild them into a compelling commercial proposal.
Self-Driven & Collaborative: A high-energy closer who can work independently to hit a personal quota while collaborating with global product specialists to deliver unified client solutions

Responsibilities

Dual-Track Revenue Generation: Deliver against high-impact targets by balancing a rigorous new business pipeline with a proactive up-sell strategy for a dedicated portfolio of existing clients.
New Logo Acquisition: Identify, prospect, and close new business opportunities, successfully displacing competitors and establishing OSTTRA’s footprint in new territories or segments.
Strategic Wallet-Share Expansion: Conduct deep-dive "white space" analysis of existing accounts to identify under-utilized services. Partner with C-suite stakeholders to introduce new asset classes and high-value modules into their current ecosystem.
Institutional Account Governance: Serve as the "Global Lead" for key accounts, ensuring that as their business scales, their utilization of OSTTRA platforms (volumes and diversity of products) scales accordingly.
Commercial Negotiation & Retention: Lead complex contract renewals and multi-service negotiations. You will be responsible for protecting existing revenue streams while layering on incremental growth through price and service optimization.
Cross-Functional Orchestration: Work closely with Product and Marketing to feedback "voice of the customer" insights, ensuring our roadmap supports both the conversion of new logos and the retention of legacy partners.
Market Thought Leadership: Maintain a sophisticated understanding of the regulatory and competitive landscape (e.g., T+1, UMR, and clearing mandates) to position OSTTRA as the essential solution for both new prospects and long-term clients.