Sales Director - Institutional OTC
Ripple provides crypto and blockchain solutions for enterprises, enabling global financial entities to move, manage, and tokenize value. They focus on improving existing financial systems through partnerships and regulatory compliance, with products used in over 50 countries.
About Ripple
Ripple is an enterprise blockchain and crypto solutions company that aims to enable the world to move value as seamlessly as information moves today. Their mission is to build breakthrough crypto solutions for a world without economic borders. Using blockchain technology, Ripple facilitates global financial institutions, businesses, governments, and developers to move, manage, and tokenize value, thereby unlocking greater economic opportunity. The company works within existing financial systems to improve them, partnering with customers to streamline infrastructure and collaborating with regulators to ensure solutions are secure and compliant. Ripple's products are in commercial use by hundreds of customers across more than 50 countries, helping them expand into new markets, access liquidity solutions, and generate crypto-enabled revenue streams. They also support developers by providing tools for building on the XRP Ledger, a fast and sustainable public blockchain. Ripple’s payments, custody and stablecoin solutions empower financial institutions to integrate blockchain and digital assets into their business in a simple, secure, compliant way—all in one place. From instant payments to asset tokenization, blockchain and crypto are happening right now, across the world. It’s happening to suppliers, to retailers, to exchanges, to currencies, to sectors, to industries, to markets, and to global businesses. And it’s happening with Ripple.
Skills
About the Role
You will operate at the intersection of Ripple's trading desk and its growing roster of financial institution clients, sourcing, qualifying, and closing OTC deals across spot, derivatives, and digital asset liquidity products. You will originate and develop relationships with institutional clients across FX desks, treasury operations, crypto-native firms, and digital asset funds across Asia Pacific. You will drive the full sales cycle from initial outreach through term sheet negotiation and close, and serve as the primary interface between external clients and Ripple's internal OTC desk. You will represent Ripple at industry events, desk visits, and market forums across Asia Pacific, and maintain accurate pipeline forecasting and CRM hygiene.
Requirements
- 8+ years in an institutional sales or trading-adjacent role at an FX broker, tier-1 or tier-2 bank's FX/EM desk, or a crypto liquidity provider or exchange
- Direct experience working alongside or interfacing with an institutional trading desk
- A well-developed network of active relationships across institutional FX desks, digital asset treasury teams, and crypto-native funds in Asia Pacific
- Demonstrated track record of owning a revenue number and delivering against it
- Self-starter with the commercial instinct and discipline to build a territory from scratch
- Strong understanding of OTC market mechanics, FX settlement workflows, and digital asset liquidity dynamics
- Excellent communicator at the C-suite and desk level
- Nice to have: Experience at a reputable crypto exchange or institutional digital asset firm in a revenue-generating capacity
- Nice to have: Familiarity with blockchain-enabled settlement, stablecoin liquidity, or cross-border payment rails
Responsibilities
- Originate and develop relationships with institutional clients across FX desks, treasury operations, crypto-native firms, and digital asset funds in Asia Pacific
- Drive the full sales cycle from initial outreach through term sheet negotiation and close
- Develop high-impact account plans that prioritise the highest-value counterparts
- Serve as the primary interface between external clients and Ripple's internal OTC desk
- Feed real-time market colour and client feedback to the trading desk
- Coordinate with trading, risk, compliance, and onboarding to ensure clean execution
- Act as a subject-matter expert on Ripple's liquidity products
- Represent Ripple at industry events, desk visits, and market forums across Asia Pacific
- Maintain accurate pipeline forecasting and CRM hygiene
Benefits
- Professional development budget
- Flexible in-office collaboration schedule
- Bi-weekly all-company meeting
- Team offsites, team bonding activities, and happy hours
- Competitive bonuses and equity
- Competitive benefits covering physical and mental healthcare, retirement, family forming, and family support
- Employee giving match
- Mobile phone stipend
- R&R days
- Wellness reimbursement and weekly onsite & virtual programming
- Generous vacation policy
- Parental leave policies and family planning benefits
- Catered lunches and fully-stocked kitchens