Institutional Sales Lead

The Institutional Sales Lead at Byzantine Finance is responsible for developing and executing the company’s Total Value Locked (TVL) growth strategy while identifying and pursuing high-value business opportunities. This role is crucial for building strategic partnerships and negotiating high-impact deals with liquidity providers such as hedge funds and family offices, ensuring the company's growth aligns with client expectations.

To qualify for the Institutional Sales Lead position at Byzantine Finance, candidates should hold a Master's degree in Business, Finance, or a related field and have 3 to 5 years of B2B/institutional sales experience in FinTech, Finance, or Crypto. Expertise in capital raising and a deep understanding of blockchain technology are essential, as well as strong analytical and communication skills.

The Institutional Sales Lead directly contributes to Byzantine Finance's growth by co-developing the company's market strategy and setting growth KPIs. By gathering market feedback and investor insights, this role helps optimize the growth strategy to meet what liquidity providers are looking for, ultimately driving the company’s TVL growth campaigns.

The Institutional Sales Lead at Byzantine Finance can expect a hybrid working environment, allowing for flexibility and a balance between remote and in-office work. Additionally, the role includes engaging team-building activities, creating a collaborative culture while working from our private office at WeWork La Fayette in Paris.

Yes, previous experience in fintech, finance, or crypto is critical for the Institutional Sales Lead role at Byzantine Finance. Ideal candidates will have a strong understanding of institutional client types and the fintech landscape, enabling them to perform effectively in negotiations and strategy implementations within this rapidly evolving sector.

When responding, highlight specific experiences where you've successfully engaged institutional clients and closed deals. Mention the strategies you employed and how they align with market trends, emphasizing your understanding of the unique needs of institutional investors in these sectors.

Share a structured approach where you analyze market opportunities, gather feedback from existing clients, and identify high-value partners. Discuss methodologies you have used to set KPIs and measure success in previous roles to illustrate your capability in strategic planning.

Key metrics to track may include customer acquisition rates, pipeline development, engagement levels with liquidity providers, and the overall growth trajectory of total assets staked. Highlight how you prioritize these metrics based on feedback and market conditions.

Provide a detailed account of the negotiation process, focusing on your preparation, the strategies you employed to address client concerns, and how you reached a mutually beneficial agreement. Emphasize your communication skills and ability to build rapport.

Illustrate that essential qualities include exceptional communication skills, an analytical mindset, adaptability, and an understanding of the financial landscape. Discuss how these traits have helped you in previous positions or how they contribute to successful sales interactions.

Discuss emerging trends such as increased adoption of blockchain technologies, regulatory changes, or the rise of DeFi platforms. Your answer should demonstrate your awareness of market dynamics and how they may affect institutional investment strategies.

Explain your method of assessing leads based on factors such as potential revenue, strategic alignment with Byzantine's offerings, and the nature of the relationship you've built. Discuss how you ensure efficient follow-up and engagement to foster growth.

Provide an example of a time when you faced unexpected challenges, such as shifting market conditions or altering client needs, and how you pivoted your sales approach to successfully close a deal.

Outline your strategies for relationship management, such as regular check-ins, providing valuable updates, and being proactive about addressing their concerns. Emphasize the importance of trust and long-term partnership in institutional sales.

Discuss the unique value propositions that Byzantine Finance offers within the restaking landscape, such as its innovative approach to custom restaking strategies and its strong backing from industry leaders. Relate your insights to how these differentiators can attract institutional clients.