Sales Director Qualified Custody
Castle Island Ventures is a venture capital firm focused exclusively on public blockchains, investing in early-stage companies at the intersection of traditional finance and public blockchains.
About Castle Island Ventures
Castle Island Ventures is a venture capital firm focused exclusively on public blockchains. Their mission is to support entrepreneurs building the infrastructure and application companies required to help transformative blockchain protocols reach their full potential. They describe their focus as 'accelerating frictionless finance,' investing in early-stage companies operating at the intersection of traditional finance and public blockchains. The firm also produces a podcast and newsletter covering topics in this space, and maintains a portfolio of companies whose open roles are listed on their jobs board.
Skills
About the Role
You will act as a dedicated subject-matter expert embedded within the sales organization to bring qualified custody expertise into deals, helping win and expand institutional and high net worth relationships. You will work with leadership, sales, partnerships, product, legal and compliance to ensure clients understand and adopt the qualified custody solution and to drive assets under custody.
Requirements
- Proven track record of supporting and closing institutional sales, ideally in custody, digital assets, crypto, fintech, or financial services.
- Strong understanding of Qualified Custody and digital assets - including custodial structures, the regulatory framework for custodians, and the obligations of institutional and fiduciary clients.
- Excellent communication and presentation skills, with the ability to explain complex regulatory and custody concepts clearly to sophisticated buyers.
- Analytical mindset, with the ability to interpret pipeline and adoption data and translate it into actionable sales motions.
- Comfortable operating as an overlay resource in a fast-paced, evolving industry, with a proactive, collaborative, solution-oriented approach.
Responsibilities
- Act as the qualified custody SME embedded with the platform sales team, supporting account executives in advancing and closing deals where custody is a decision driver.
- Position and sell qualified custody to institutional clients and high net worth individuals, including funds, registered investment advisers, exchanges, miners, token issuers, fintechs, and family offices.
- Educate and consult clients on the value of a qualified custodian including asset segregation, bankruptcy remoteness, regulatory considerations, and how those protections map to fiduciary and regulatory obligations.
- Assist in deal structuring by tailoring custody arrangements to each client's mandate and risk profile.
- Support qualified custody offerings such as staking where clients can earn rewards on assets held in custody, positioning these as a complement to the core custody value proposition.
- Work cross functionally with product operations legal and compliance to refine custody positioning, support diligence, and ensure seamless onboarding and continued engagement.
- Provide competitive and market intelligence on custodian offerings, regulatory developments, and client feedback to sharpen the custody provider's positioning and inform product priorities.
- Develop sales enablement materials decks FAQs diligence responses and case studies that equip the platform sales team to communicate the qualified-custody value proposition with confidence.
- Track and optimize custody adoption across the pipeline, identifying opportunities to grow AUC and deepen client engagement.