GTM Lead Banks and FIs

Skills

About the Role

Define and lead Utila's financial-institution strategy across North America, including target segments, ICPs, priority use cases, partnerships, institutional relationships, procurement and compliance playbooks, strategic deal support, and segment performance tracking.

Requirements

• 8–10+ years of experience in go-to-market strategy, sales, partnerships, or business development focused on US financial institutions.
• Deep understanding of financial-institution operations, decision-making, procurement, and compliance.
• Experience shaping strategies to win financial institutions.
• Experience building partnership strategies with banks or regulated financial institutions.
• Understanding of stablecoins, tokenized deposits, and tokenized assets.
• Understanding of custody, wallets, settlement, and security models for institutional digital asset operations.
• Ability to translate complex technology into business value for institutional buyers.
• High ownership, autonomy, and execution mindset.
• Understanding of regional, community, and tier 1 banks.

Responsibilities

• Lead strategy for engaging financial institutions across North America.
• Define target segments, ICPs, and priority use cases.
• Build and execute partnership strategies with financial institutions.
• Develop relationships with institutional decision-makers.
• Translate buying cycles, procurement processes, and compliance requirements into GTM plans and playbooks.
• Support Sales with account strategy, positioning, and procurement navigation.
• Align product roadmap and positioning with financial-institution needs.
• Define and track financial-institution segment metrics.