Sales Director - Financial Institutions (USA)

Skills

About the Role

You will lead enterprise sales to financial institutions across North America and own the end to end sales cycle from initial engagement to close. You will build deep relationships with decision makers in treasury, innovation, digital assets and compliance, and translate FI buying cycles, procurement requirements into actionable go to market plans. You will partner with product and leadership to ensure roadmap and positioning meet what financial institutions need to adopt on chain infrastructure. You will forecast pipeline and drive revenue targets for the FI segment.

Requirements

• 8-10+ years of experience selling to financial institutions, or working within one, in the US.
• Deep understanding of how financial institutions operate, including their organizational structure, decision-making processes, and procurement/compliance requirements.
• Proven track record of selling to FIs, with strong knowledge of their buying cycles, ICPs, and what drives adoption of new infrastructure.
• Experience building and executing partnership strategies with banks or other regulated financial institutions.
• Strong understanding of on-chain primitives such as stablecoins, tokenized deposits, and tokenized assets, and how FIs are approaching them.
• Solid grasp of the underlying infrastructure - custody, wallets, settlement, security models - that supports institutional digital asset operations.
• Strong consultative selling skills, with the ability to translate complex technology into clear business value for risk-conscious buyers.
• High ownership, autonomy, and execution mindset, comfortable operating in a fast-growing startup environment.
• Deep understanding of how regional, community, and tier 1 banks operate across all levels.

Responsibilities

• Own and lead Utila's strategy for engaging financial institutions across North America, defining target segments, ICPs, and priority use cases.
• Drive new business directly, running complex sales cycles with banks, credit unions, broker-dealers, and other regulated institutions from initial engagement through close.
• Build and execute a partnership strategy with FIs, identifying opportunities for co-development, integration, and joint go-to-market.
• Develop deep relationships with key decision-makers across treasury, innovation, digital assets, and compliance functions at target institutions.
• Translate FI buying cycles, procurement processes, and risk/compliance requirements into actionable go-to-market plans.
• Partner with Product and Leadership to ensure Utila's roadmap and positioning align with what FIs need to adopt on-chain infrastructure.
• Own pipeline forecasting and revenue targets for the FI segment, maintaining high standards of deal qualification and reporting.