Sales Director - Institutional OTC

THE WORK:

Ripple is expanding its OTC liquidity business and is hiring a Sales Director for Asia Pacific. This is a high-ownership, quota-carrying role for a commercially driven professional who knows the Asian institutional FX and digital asset ecosystem, has an existing network and can build institutional pipeline from day one. You will operate at the intersection of Ripple’s trading desk and our growing roster of financial institution clients — sourcing, qualifying, and closing OTC deals across spot, derivatives, and digital asset liquidity products. This is not a role for someone who waits for leads; it’s a role for someone who already knows the right desks and knows how to get the meeting.

WHAT YOU’LL DO:

Build and own the regional OTC pipeline

• Originate and develop relationships with institutional clients across FX desks, treasury operations, crypto-native firms, and digital asset funds in Asia Pacific — including Southeast Asian banks, Japanese and Korean financial institutions, regional exchanges, and crypto-native trading firms.


• Drive the full sales cycle from initial outreach through term sheet negotiation and close, meeting and exceeding quarterly booking targets.


• Develop high-impact account plans that prioritise the highest-value counterparts and convert top-of-funnel interest into active trading relationships.

• Serve as the primary interface between external clients and Ripple’s internal OTC desk, translating client needs into executable trades and ensuring pricing, flow, and post-trade communication meet institutional standards.


• Feed real-time market colour and client feedback to the desk; help shape the product and pricing offering based on what you hear on the ground.


• Coordinate with trading, risk, compliance, and onboarding to ensure clean execution and seamless client experience from first trade to embedded relationship.

• Act as a subject-matter expert on Ripple’s liquidity products — spot, options, and stablecoin settlement — and translate technical advantages into clear commercial value for treasury and trading counterparts.


• Represent Ripple at industry events, desk visits, and market forums across across Asia Pacific; frequent in-person engagement is expected and valued.


• Maintain accurate pipeline forecasting and CRM hygiene, providing reliable visibility into deal flow and client status.

WHAT YOU'LL BRING: 

• 8+ years in an institutional sales or trading-adjacent role, with meaningful time spent at an FX broker, a tier-1 or tier-2 bank’s FX/EM desk, or a well-regarded crypto liquidity provider or exchange.


• Direct experience working alongside or interfacing with an institutional trading desk — you understand how a desk operates, what it needs from sales, and how to close the loop between a client ask and an executable price.


• A well-developed network of active relationships across institutional FX desks, digital asset treasury teams, and crypto-native funds in Asia Pacific — including Southeast Asian banks, Japanese and Korean financial institutions, regional exchanges, and crypto-native trading firms that can support early commercial traction.


• Demonstrated track record of owning a revenue number and delivering against it in a competitive, relationship-driven market.


• Self-starter with the commercial instinct and discipline to build a territory from scratch; comfortable spending significant time on the road and in client offices.


• Strong understanding of OTC market mechanics, FX settlement workflows, and digital asset liquidity dynamics.


• Excellent communicator at the C-suite and desk level; able to run both a high-level strategic conversation and a precise trade discussion with confidence.


• Collaborative by default — this role works best when sales and the internal desk operate as a single client-facing unit.


• Nice to have: Experience at a reputable crypto exchange or institutional digital asset firm in a revenue-generating capacity; Familiarity with blockchain-enabled settlement, stablecoin liquidity, or cross-border payment rails.