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Institutional Custody Sales
2 weeks ago
Job Title: Institutional Custody Sales
Location: UAE - Dubai
Employment Type: Full-time
Experience Required: 5–10 years
Industry: Financial Services / Securities Services / Digital Asset Custody
Role Purpose
The Institutional Custody Sales Professional will be responsible for driving client acquisition and revenue growth by positioning the firm's custody, safekeeping, and ancillary services—including both traditional and digital assets—to institutional clients. The role demands deep knowledge of custody solutions, regulatory frameworks, and an ability to manage complex institutional sales cycles.
Key Responsibilities
- Originate, pitch, and close custody mandates across institutional clients such as asset managers, hedge funds, family offices, exchanges, and fintechs.
- Identify opportunities for cross-selling ancillary services (FX, treasury, settlement, tokenization, lending, client money accounts).
- Lead RFPs, client due diligence, and commercial negotiations.
- Build and maintain trusted relationships with key client stakeholders (CIOs, CFOs, COOs, Compliance Heads).
- Serve as the main point of contact for both prospective and onboarded custody clients.
- Stay updated on global custody trends and digital asset regulatory developments (COBS, GEN, PRU, AML, FATCA, MiCA, etc.).
- Partner with internal product, operations, compliance, and risk teams to develop tailored custody solutions.
- Work closely with legal on structuring client agreements in line with client money and safe custody rules.
- Achieve assigned revenue, AUC (Assets Under Custody), and client acquisition targets.
- Maintain accurate CRM data and sales pipeline reporting.
Required Skills & Experience
- 5–10 years of experience in custody sales, prime brokerage, securities services, or digital asset custody.
- In-depth understanding of custody models (omnibus, segregated accounts), client money rules, safe custody obligations, and settlement processes.
- Established institutional client network within asset managers, sovereign funds, family offices, or digital-asset firms.
- Proven track record of originating and closing multi-million-dollar mandates.
- Familiarity with custody platforms, sub-custody models, digital wallets, and core banking integrations (SWIFT, APIs, DLTs).
- Understanding of FSRA, DFSA, SEBI, FSC, or MAS regulatory frameworks.
- Strong communication, negotiation, and presentation skills.
Preferred Qualifications
- MBA, CA, CFA, or equivalent financial qualification.
- Prior experience in cross-border custody, digital assets, or wealth-tech platforms.
- Exposure to ADGM, DIFC, Mauritius, or Singapore market practices.
Compensation
- Competitive base salary + performance-linked incentive (based on AUC and revenue growth).
- Benefits: Standard local benefits such as medical insurance, pension, and annual bonus.
Job Type: Full-time
Pay: AED15, AED20,000.00 per month
Application Question(s):
- Total Experience?
- Experience in Custody products (Mention the products)?
- Experience in Sales / Operation of Custody?
- Current Salary?
- Expected Salary?
- Notice Period?
