Director, Institutional Sales Group

Overview

Director, Institutional Sales Group – Kraken

Kraken is a mission‑focused crypto company dedicated to accelerating global adoption of crypto and blockchain technology. The Institutional Sales Director for EMEA leads revenue growth across OTC, Prime, Custody, and Exchange services, builds a high‑performing commercial team, and drives client acquisition and partnership initiatives across the region.

Responsibilities

• Own the commercial strategy for VIP and institutional sales in EMEA, including OTC, Prime, Custody, and Exchange services.
• Manage and mentor a high‑performing sales team, ensuring strong pipeline development, efficient deal execution, and high‑touch client engagement.
• Work cross‑functionally with marketing, operations, product, and compliance to align on go‑to‑market strategy and business goals.
• Develop and execute tailored approaches for hedge funds, proprietary trading firms, banks, broker‑dealers, family offices, and asset managers.
• Structure complex deals and negotiate custom fee schedules, margin arrangements, and incentive packages.
• Represent Kraken at key industry events, conferences, and webinars; lead sponsorship and partnership opportunities that enhance brand trust with institutional audiences.
• Partner with Product and Customer Success teams to ensure a seamless end‑to‑end client experience, from onboarding to trading support and ongoing relationship management.
• Identify opportunities to upsell and cross‑sell products that help clients grow their business and deepen their relationship with Kraken.
• Collaborate with internal teams to improve tooling, CRM workflows, and data visibility that help the sales team stay efficient.
• Build and track commercial KPIs such as revenue performance, customer acquisition cost, lifetime value, and churn.
• Leverage analytics and insights to refine sales strategy, understand customer behavior, and identify opportunities for growth.

Qualifications

• Strategic mindset: ability to craft big‑picture growth strategies and execute them.
• Proven leader: experience leading high‑performing teams, mentoring talent, and cultivating a culture of accountability and collaboration.
• Strong commercial instincts: expertise in structuring complex deals, navigating client relationships, and driving revenue growth in a fast‑moving, regulated industry.
• Data‑driven operator: comfortable using analytics to guide decisions, optimize resources, and measure impact.
• Relationship builder: strong interpersonal skills and a client‑first approach, with the ability to build trust and long‑term partnerships.
• Adaptable and agile: thrives in ambiguity and is not afraid to pivot or try new approaches when the market shifts.

EEO Statement

Kraken is an equal opportunity employer. We do not discriminate on the basis of race, ethnicity, age, gender identity, citizenship, religion, sexual orientation, disability, pregnancy, veteran status, or any other protected characteristic as outlined by federal, state, and local laws. We consider qualified applicants with criminal histories for employment in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance.