Sales Director- Pensions, Endowments, Foundations, and Family Offices

About the role

You will own the full PEF sales cycle from initial outreach to enterprise-wide adoption within BitGo's regulated infrastructure. You will own the strategic positioning of BitGo's custody, wallets, staking, and prime solutions with C-suite leaders at pensions, endowments, foundations, and family offices. You will own the narrative that digital asset custody must be as rigorous and trusted as traditional finance for these sophisticated investors. You will own the collaboration with product, compliance, and engineering to ensure client requirements shape our roadmap. You will own the responsibility of forecasting, pipeline management, and quota attainment in a fast-moving market. You will own the mentorship of junior sales team members when appropriate to elevate the entire institutional bench. You will own the representation of BitGo at marquee industry events to reinforce our position as the leading regulated infrastructure provider.

Key facts

What you'll do

Drive revenue growth across BitGo's secure wallets, regulated custody, and prime solutions by acquiring and expanding relationships within PEF clients.

Represent BitGo products and services externally in C-suite meetings and at global industry forums focused on pensions, endowments, foundations, and family offices.

Analyze regional market microstructure and monitor the shifting competitive landscape affecting digital asset custody preferences among institutional investors.

Lead the end-to-end sales life cycle, orchestrating presentations, proposals, and cross-functional coordination to successfully onboard complex clients.

Develop deep expertise in cryptocurrency markets, BitGo's custody frameworks, trading capabilities, staking infrastructure, and lending products.

Operate autonomously in a fast-paced environment, managing client requests, issues, and strategic initiatives across trading, lending, operations, compliance, and support teams.

Conduct tailored demos and product deep dives that align BitGo's capabilities with the specific risk and operational requirements of each PEF client.

Build and leverage a robust network within the global PEF community to identify new opportunities and referral partners.

Translate technical product features into clear business outcomes that address the risk management and fiduciary needs of institutional investors.

Partner with legal, finance, and compliance to ensure contract terms meet the stringent standards required by large family offices and endowments.

Maintain up-to-date knowledge of regulatory developments impacting digital asset custody for pension funds and foundations in multiple jurisdictions.

Use data and insights from CRM tools to prioritize targets, forecast revenue, and refine account strategies for maximum pipeline efficiency.

Champion BitGo's security and trust narrative to differentiate the platform against less regulated or self-custody alternatives in client discussions.

Identify and pursue expansion opportunities within existing client portfolios to drive incremental revenue and product adoption.

Provide structured feedback from client interactions to influence product enhancements and service improvements at BitGo.

Act as a subject matter expert during RFPs and procurement processes, ensuring BitGo's value proposition is clearly articulated.

Develop sales playbooks tailored to the unique decision-making processes of pensions, endowments, foundations, and family offices.

Collaborate with marketing to create thought leadership content that resonates with sophisticated institutional audiences.

Track and report on competitive win/loss patterns to refine positioning and strengthen future proposals.

Mentor internal stakeholders on best practices for engaging with family office principals and their investment committees.

Requirements

10+ years of experience in institutional or enterprise sales, business development, or other front office roles in financial services, digital assets, fintech or an adjacent industry.

Strong grasp of finance and technical terminology, concepts and ability to seamlessly translate between both languages.

Enthusiasm for the digital asset industry and curiosity of new concepts such as protocols and tokens, DeFi, NFTs.

Agility and appetite for learning new products/technology in a fast-developing environment.

Experience with CRM Tools such as Salesforce.

Critical thinking, open communication, and ownership mentality.

Ability to work full-time onsite at our San Francisco office to support collaborative team dynamics and innovative problem-solving.

Demonstrated success selling sophisticated financial solutions to highly regulated institutions with long sales cycles.

Understanding of fiduciary considerations and the governance structures within pensions, endowments, foundations, and family offices.

Commitment to compliance and operating within regulated frameworks while driving innovation in digital asset custody.

Capacity to manage multiple concurrent deals and prioritize based on strategic value and revenue potential.

Willingness to travel regionally and occasionally globally to meet with clients and attend industry events.

Excellent written and verbal communication skills, with the ability to simplify complex topics for non-technical stakeholders.

Proven track record of building and maintaining C-suite relationships in financial services or technology.

Experience navigating procurement and legal reviews common to institutional digital asset custody engagements.

Strong sense of ownership for client outcomes, problem resolution, and follow-through on commitments.

Practical notes

This role requires being full-time onsite at our San Francisco office. Travel may be required occasionally for client meetings and industry events.