As an institution-first, FCA-regulated digital asset custodian, Zodia Custody aims to provide financial institutions, corporations, and professional investors with the freedom to realize the full potential of the digital asset future on their own terms. Established in 2020, Zodia Custody combines the agility of a start-up with the heritage of a 167-year-old financial institution, Standard Chartered, in partnership with Northern Trust and SBI.
Scope of Role:
Sales Leadership
As the Sales Director, you will play a critical role in leading the sales strategy and execution for Zodia Custody in Australia. You will be responsible for driving revenue growth by:
Developing and implementing effective sales strategies that align with the company's goals and market demands
Building and nurturing relationships with key client stakeholders, ensuring high levels of customer satisfaction and retention
Identifying market opportunities for new business and enhancing the company's market presence
Analyzing sales data to inform strategy and improve performance metrics
Collaborating with marketing and product teams to align sales campaigns with product launches
Representing Zodia at client meetings, industry events, and conferences
Key Stakeholders:
Executive Leadership Team
Marketing Department
Product Management Team
Clients and Partners
Requirements
Industry Knowledge
Expertise in Digital Assets: In-depth understanding of blockchain, cryptocurrency, tokenisation, and the role of custodians in the digital asset ecosystem. Strong background in selling digital asset solutions or financial services products
Regulatory Awareness: Knowledge of Australian financial regulations, including ASIC requirements, AFSL obligations, and AML/CTF compliance
Custody and Security Expertise: Familiarity with custodial solutions, cold storage, multi-signature wallets, and other security technologies in the digital asset space
Sales Skills
5+ years of experience in sales leadership roles within financial services or related industries, 2+ within Crypto industry
Proven Sales Track Record: Demonstrated success in meeting and exceeding sales targets, ideally in financial services, fintech, or digital assets
Pipeline Management: Ability to manage complex sales cycles, from lead generation to closing deals, with large institutional clients
Consultative Selling: Skills in understanding client pain points and delivering tailored solutions that align with their needs
Relationship Building
Institutional Network: Established relationships with key stakeholders in banks, asset managers, hedge funds, exchanges, and fintech companies in Australia
Trust and Credibility: Proven ability to build trust in a high-stakes, security-focused environment, particularly in dealing with institutional investors
Partnership Development: Ability to identify and cultivate strategic partnerships with service providers like exchanges, law firms, and fintech companies
Strategic Thinking
Market Insights: Ability to analyse market trends and position Zodia Custody as the preferred partner in Australia
Solution Innovation: Capacity to adapt custody solutions to meet the evolving needs of institutional clients
Competitor Analysis: Awareness of competitors' offerings and ability to differentiate Zodia Custody in the market
Operational Knowledge
Product Knowledge: Strong understanding of Zodia Custody's services, including technology, security protocols, and value proposition
Integration Expertise: Familiarity with integrating custody services with existing client platforms (e.g., Fireblocks, treasury systems)
Post-Sales Support: Ability to ensure a seamless client onboarding experience and maintain long-term relationships
Communication Skills
Clear Messaging: Ability to explain complex digital asset concepts to clients with varying levels of technical understanding
Negotiation Skills: Expertise in structuring and negotiating contracts that benefit both Zodia Custody and the client
Stakeholder Engagement: Strong presentation skills for engaging C-level executives and board members
Personal Attributes
Resilience: Ability to navigate a fast-changing industry and overcome challenges in a nascent market
Entrepreneurial Spirit: Proactiveness in identifying opportunities and driving business growth in a new and evolving sector
Integrity: High ethical standards, particularly in promoting trust in a security-focused industry
Benefits
Performance Bonus
Commission Scheme
Superannuation - Pension plan
ESOP Plan
Training & Development budget
Work From Home - Flexible hours
30 days annual leave plus bank holidays
Private Healthcare
Seniority level
Director
Employment type
Full-time
Job function
Sales and Business Development
Industries
IT Services and IT Consulting
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