Director, Institutional Sales Group

Strategic mindset: ability to craft big picture growth strategies and execute. Proven leader: experience leading high performing teams, mentoring talent, and cultivating a culture of accountability and collaboration. Strong commercial instincts: understanding how to structure complex deals, navigate client relationships, and drive revenue growth. Data driven operator: comfortable using analytics to guide decisions, optimize resources, and measure impact. Relationship builder: strong interpersonal skills and a client first approach. Adaptable and agile: thrives in ambiguity and is not afraid to pivot or try new approaches.

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. Work closely with our marketing team to ensure we are telling a consistent and compelling story that resonates with institutional clients. 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 our 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 sharp and efficient. Ensure the team has access to the resources and analytics they need to succeed and work to continuously improve how we operate. 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.