Sales Director

Introduction to Zodia

Digital Asset Custody, the way it should be

As an institution-first, FCA-regulated digital asset custodian, Zodia Custody aims to provide financial institutions, corporations, and professional investors with the freedom to realize the full potential of the digital asset future on their own terms. Established in 2020, Zodia Custody combines the agility of a start-up with the heritage of a 167-year-old financial institution, Standard Chartered, in partnership with Northern Trust and SBI.

Scope of Role:

Sales Leadership

As the Sales Director, you will play a critical role in leading the sales strategy and execution for Zodia Custody. You will be responsible for driving revenue growth by:

• Developing and implementing effective sales strategies that align with the company’s goals and market demands.
• Leading and mentoring the sales team to achieve targets and expand the company's client base.
• Building and nurturing relationships with key client stakeholders, ensuring high levels of customer satisfaction and retention.
• Identifying market opportunities for new business and enhancing the company’s market presence.
• Analyzing sales data to inform strategy and improve performance metrics.
• Collaborating with marketing and product teams to align sales campaigns with product launches.
• Representing Zodia at client meetings, industry events, and conferences.

Key Stakeholders:

• Executive Leadership Team
• Marketing Department
• Product Management Team
• Clients and Partners

1. Industry Knowledge

• Expertise in Digital Assets: In-depth understanding of blockchain, cryptocurrency, tokenisation, and the role of custodians in the digital asset ecosystem. Strong background in selling digital asset solutions or financial services products.
• Regulatory Awareness: Knowledge of Australian financial regulations, including ASIC requirements, AFSL obligations, and AML/CTF compliance.
• Custody and Security Expertise: Familiarity with custodial solutions, cold storage, multi-signature wallets, and other security technologies in the digital asset space.

2. Sales Skills

• 10+ years of experience in sales leadership roles within financial services or related industries, 2+ within Crypto industry
• Proven Sales Track Record: Demonstrated success in meeting and exceeding sales targets, ideally in financial services, fintech, or digital assets.
• Pipeline Management: Ability to manage complex sales cycles, from lead generation to closing deals, with large institutional clients.
• Consultative Selling: Skills in understanding client pain points and delivering tailored solutions that align with their needs.
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3. Relationship Building

• Institutional Network: Established relationships with key stakeholders in banks, asset managers, hedge funds, exchanges, and fintech companies in Australia.
• Trust and Credibility: Proven ability to build trust in a high-stakes, security-focused environment, particularly in dealing with institutional investors.
• Partnership Development: Ability to identify and cultivate strategic partnerships with service providers like exchanges, law firms, and fintech companies.
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4. Strategic Thinking

• Market Insights: Ability to analyse market trends and position Zodia Custody as the preferred partner in Australia.
• Solution Innovation: Capacity to adapt custody solutions to meet the evolving needs of institutional clients.
• Competitor Analysis: Awareness of competitors' offerings and ability to differentiate Zodia Custody in the market.

5. Operational Knowledge

• Product Knowledge: Strong understanding of Zodia Custody's services, including technology, security protocols, and value proposition.
• Integration Expertise: Familiarity with integrating custody services with existing client platforms (e.g., Fireblocks, treasury systems).
• Post-Sales Support: Ability to ensure a seamless client onboarding experience and maintain long-term relationships.

6. Communication Skills

• Clear Messaging: Ability to explain complex digital asset concepts to clients with varying levels of technical understanding.
• Negotiation Skills: Expertise in structuring and negotiating contracts that benefit both Zodia Custody and the client.
• Stakeholder Engagement: Strong presentation skills for engaging C-level executives and board members.

7. Personal Attributes

• Resilience: Ability to navigate a fast-changing industry and overcome challenges in a nascent market.
• Entrepreneurial Spirit: Proactiveness in identifying opportunities and driving business growth in a new and evolving sector.
• Integrity: High ethical standards, particularly in promoting trust in a security-focused industry.

• Performance Bonus

• Commission Scheme
• Superannuation - Pension plan
• ESOP Plan
• Training & Development budget
• Work From Home - Flexible hours
• 30 days annual leave plus bank holidays
• Private Healthcare