Institutional Sales Manager - Europe

As the Institutional Sales Manager at Ledger, your key responsibilities will include driving growth for Ledger Enterprise in the EMEA region, identifying prospect pain points, and working with our Sales, Marketing, and Product teams to address client needs. You'll focus on lead generation and data gathering, crafting compelling messaging to attract new business while contributing to the overall sales goals and company strategy.

To be considered for the Institutional Sales Manager position at Ledger, you should have a proven track record in sales—ideally with at least 8 years of experience in the crypto or traditional finance sectors. Strong communication and interpersonal skills are essential, along with the ability to work cross-functionally and contribute to company-wide strategy discussions.

Ledger is committed to the professional growth of its Institutional Sales Manager through structured collaboration, mentorship opportunities, and by encouraging insightful feedback to product teams. Additionally, you will have access to personal development coaching and fitness programs with dedicated partners.

As an Institutional Sales Manager at Ledger, you can expect a wealth of benefits including stock options, a hybrid work policy, 28 days of paid leave plus public holidays, and comprehensive medical, dental, and vision coverage. The company also offers frequent social events, well-being initiatives, and employee discounts on all products.

Ledger promotes a diverse and inclusive workplace by being an equal opportunity employer, ensuring all candidates are considered without any distinction of gender, ethnicity, religion, sexual orientation, social status, disability, or age. This commitment to inclusivity fosters a supportive environment where all employees can thrive.

When answering this question, highlight your specific experiences in the digital assets space, emphasizing how those experiences have equipped you with the skills to navigate challenges and drive sales growth. Discuss any relevant projects or roles that demonstrate your expertise in crypto or traditional finance.

To effectively answer this question, describe your strategic methods for lead generation, such as research methods, networking strategies, and the importance of building authentic relationships with clients. Provide specific examples of successful lead generation techniques you've previously utilized.

Outline a consultative approach which involves understanding client pain points, researching their business needs, and matching them with Ledger’s product offerings. Highlight your communication skills and ability to provide tailored recommendations that resonate with clients.

It’s crucial to convey your values on teamwork and communication. Discuss regular meetings, joint planning sessions, and feedback loops as tactics for maintaining collaboration. Highlight how this collaboration translates to better client engagement and success.

Share a specific negotiation where you faced obstacles. Detail your strategic thinking, the solution you pursued, and ultimately how that negotiation benefited all parties. This paints you as a problem solver and thoughtful collaborator.

Discuss your methods of staying informed, such as following industry news, attending conferences, and participating in professional groups. Emphasize why keeping updated is critical for understanding market shifts and advising clients effectively.

In your response, stress the importance of feedback from clients and colleagues alike. Discuss how you incorporate this feedback to improve sales techniques, product offerings, and overall customer relationships.

Provide insight into your time management skills and tools you use, like prioritization matrices or task management software. Sharing examples of how you have successfully balanced multiple responsibilities will help illustrate your competency.

A good response might involve discussing regulatory hurdles, client education around digital assets, or concerns about security. Articulating these challenges demonstrates your awareness of the market landscape.

Describe your approach to collecting and analyzing customer feedback, and how that feedback can inform product development. Highlight that customer insights are integral to leveraging improvements and addressing market needs effectively.