Head, Institutional Sales

About Us:

SBI Digital Markets ("SBIDM") is a subsidiary of SBI Digital Asset Holdings, the digital asset arm of Japan’s leading conglomerate SBI Group. With the largest trading market in Japan, SBI Group has a global network across 25 countries including key markets in Asia and Europe.

SBI Digital Markets provides institutional clients with a comprehensive digital investment ecosystem, offering a seamless framework for origination, tokenization, distribution, and custodial services across both traditional and Web 3.0products.

As we expand our presence in the region, we are committed to shaping the digital asset landscape and contributing to Singapore’s position as one of the world’s leading digital asset hubs.

Position Overview:

Reporting to the Acting CEO, the Head of Institutional Sales will own and drive SBIDM’s institutional sales strategy and client franchise – from lead identification and qualification through to deep market analysis, deal structuring and revenue generation. This is a senior and client-facing role: you will build the institutional sales function, expand SBIDM’s network of financial andnon-financial institution clients, advise them on SBIDM’s products and services, and work with the Acting CEO on a phased build-out of a full digital capital markets business.

Principal Duties and Responsibilities: 

•    Sales strategy &leadership: Collaborate with the Acting CEO to develop and implement SBIDM’s institutional sales strategy, goals and objectives.

•    Client coverage: Solicit, establish and monetize relationships across financial institutions and non-financial institutions/corporates, with global coverage and emphasis on ASEAN.

•    Lead generation: Identify opportunities and generate client leads for marketing SBIDM products to accredited clients, corporates and institutions.

•    Investment Solutions: Provide capital raising, risk mitigation and investment solutions to clients, ensuring ideas are executed with revenue outcomes generated.

•    Product breadth: Collaborate with the team to cross-sell multi-asset investment products on the SBI Digital Markets platform, including tokenized RWA, structured products and private opportunities; work with the Acting CEO on a phased approach to building a full digital capital markets business across fixed income, funds, structured products, private equity and real estate.

•    Custody: Promote and sell SBIDM’s custodian services alongside core investment products.

•    Operations & governance: Collaborate with the operations team to help build product, settlement and workflow processes and governance framework, and ensure relevant counterparties are onboarded for trades to be successfully completed.

•    Pipeline management: Maintain a full understanding of SBIDM’s product range for effective client presentations, and keep detailed records of sales activities –call/meeting notes, prospective client contacts and progress against targets –maintaining a robust pipeline of business plans and opportunities.

•    Delivery: Meet key financial deliverables around revenue, growth and other financial goals set by the company.

•    Stakeholder management: Develop and maintain strong relationships with internal and external stakeholders.

•    Brand: Build brand awareness in the industry and support the marketing of SBIDM’s vision.

•    Compliance: Follow regulatory and company policies, staying updated on market developments.

Qualifications & Skills:

•    Degree in Finance, Accountancy, Business Management, Economics or comparable.

•    15+ years of institutional client acquisition, capital-raising or fundraising experience, with a strong track record raising capital from HNW individuals, family offices and institutional investors, and a solid understanding of the financial services industry.

•    Prior investment experience, with a demonstrated track record of launching and distributing investment products.

•    Proven experience building and leading a team, with an entrepreneurial mindset and a track record of starting and building businesses from scratch.

•    Exposure to blockchain, tokenization and/or digital asset platforms, and an understanding of how these solutions apply from a financial institution perspective.

•    Familiar with trade settlement processes to ensure all relevant trade counterparties are onboarded for trades to be successfully completed.

•    Contacts and connections into the digital asset and fintech ecosystem, both within Singapore and globally, to the extent available.

•    Familiar with trends in the digital asset space and their implications for new business opportunities for clients and the wider industry.

•    Strong communication, interpersonal and presentation skills, with the ability to engage and collaborate with multiple stakeholders across teams and functions, including senior counterparts.

•    Adaptability and flexibility in a dynamic, fast-growing environment.