Regional Institutional Sales Representative, Anchorage Digital
Stablecoin Solutions for Banks
$167-230k
+ equity
Office located in New York City
Regulated crypto platform
Open for applications
Regulated crypto platform
501-1000 employees
Open for applications
$167-230k
+ equity
Office located in New York City
501-1000 employees
Company mission
To help institutions participate securely in digital assets, by setting a new standard for crypto finance.
Role
Who you are
- Direct industry experience in financial services; within a bank, payment service provider, clearing network
- Strong technical knowledge and passion for stablecoins and banking. Some exposure/interest in blockchain and cryptocurrencies preferred
- Apply analytical and problem solving skills to identify ways to leverage the Anchorage platform to solve problems for clients and demonstrate our value proposition
- Excellent communication skills and sales acumen
- Fluent command of English
- Strong executive presence and ability to articulate Anchorage Digital’s unique value proposition
- 8+ years experience in B2B institutional sales or relationship management, within financial services, digital assets and/or Saas, with a strong track record of closing deals and hitting targets
- A strong network of institutional financial clients
- Experience working with banks and other financial institution clients
What the job involves
- We are looking for a highly motivated and experienced regional financial institution sales representative to join our team, and drive new business from institutional clients active in the digital asset industry, particularly the stablecoins space
- As a Regional Institutional Manager and Member of Stablecoin Solutions at Anchorage Digital, you are integral to driving forward the growth and future success of the company by originating and developing high value financial institution client relationships, and monetizing the company’s products and services
- You are also responsible for generating new revenue opportunities, as well as driving organic revenue by growing and protecting wallet share. Regional Institutional Managers at Anchorage Digital are expected to be ambassadors for the company and our industry, building Anchorage Digital’s reputation as a trusted partner
- Members of the team are expected to work in a collaborative manner with their peers across the team as well as the broader organization, sharing insights, solving problems and driving new initiatives that will serve the needs of our clients and attract new customers to the platform. Skills required include professional communication, negotiation, creative thinking and problem solving
- As a Regional Institutional Manager team member, you are expected to develop account plans and strategies to drive revenue growth, build and maintain a robust pipeline, and provide visibility into the opportunities using our CRM system. In addition to managing your portfolio of clients, you will also be involved in helping to drive the broader sales efforts around our stablecoin issuance and cross border settlement strategy
- Originate and close a pipeline of opportunities, with a nexus to Stablecoin, as well as cross sell across Anchorage Digital’s other business lines (regulated custody, self custody, staking, brokerage etc) and build meaningful long term relationships with our clients
- Resolve a wide range of client issues in creative ways, suggesting different potential approaches and adapting to dynamic circumstances
- Serve as the primary point of contact and trusted advisor for a portfolio of our treasury clients. Develop a deep understanding of their strategic priorities, technical roadmaps, and pain points
- Structure and negotiate bespoke, multi-product commercial agreements. Focus on stablecoins, but cross sell will include everything from banking and treasury management mandates to complex ecosystem investments and TVL strategies
- Drive sales in your geographic region for Anchorage Digital, originating new mandates for stablecoins across business lines and client types
- Apply judgment in evaluating deals and presenting the right course of action, which could involve restructuring pricing proposals, operational solutions, etc
- Work autonomously, defining priorities to grow and protect revenue by applying creative problem solving skills with minimal supervision
- Take full responsibility to drive the entire lifecycle of a deal, from origination to closure and execute deals decisively with optimal revenue outcomes for the firm
- Proactively identify new opportunities and maintain a robust pipeline with minimal intervention, serving as the regional expert
- Lead client or product specific campaigns or projects that will drive new business and enhance the Anchorage Digital offering
- Collaborate across all departments, from legal to product, client experience, compliance etc. to effectively close deals and provide the best experience to our clients
- Work with Stablecoins and Institutional Sales senior management to create a targeted strategy for your region, leveraging all of the internal resources available, from marketing, to business operations and client experience
- Act as a brand ambassador for Anchorage Digital, participating in industry events, building a network of clients and industry peers
- Be a critical source of client insights and market intelligence, helping inform our product road map and business plan
- Understand how the company’s priorities relate to our customer segments and product offerings, and source opportunities to drive revenue that supports the priorities of the firm
- Partner closely with Stablecoin product to share client feedback and represent the interests of our clients in your region
- Enhance relationships and your network with senior internal and external stakeholders that impact the success of your team
Our take
Anchorage is a crypto-native digital asset platform offering a raft of solutions that help companies leverage blockchain technologies. Its advanced security architecture facilitates streamlined access to the complex and fragmented digital asset space.
Financial backing for Anchorage has come from prestigious investors Visa and Andreessen Horowitz. Anchorage's broad offerings are set to be matched by plans to partner across a wide spread of neobanks, challenger & incumbent banks, and corporate treasurers. This would mean an impressive expansion of their already substantial domain of influence in a rapidly developing sector.
In early 2021, Anchorage secured a national trust charter from the OCC, making it the first-ever federally chartered digital asset bank. This is significant, as it provides a good barrier to entry for other companies looking to compete in this space, and gives legacy institutions the ability to offer digital asset access to their clients. Though it has raised considerable funding in the past, crypto instability and wider macroeconomic challenges forced Anchorage to cut 20% of its staff in March 2023.
Despite 2022 clampdowns on customer due diligence, Anchorage is seeking funding in 2026 to gear up for an IPO in the coming years. It'll be interesting to see how its current resurgence plays out.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-5% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Dec 2021
$350m
SERIES D
Feb 2021
$80m
SERIES C
Total funding: $487m
Company benefits
- 100% health, dental, and vision coverage for employees and their dependents
- Family comes first: we offer parental and child bonding leave to all new parents
- Meaningful equity - Every team member is a part owner in the company and community that we’re all building together
- We allow employees to work anywhere in the U.S. or Portugal, and have physical workspaces in New York, San Francisco, South Dakota, and Portugal
- Flexible time-off plan - Take time off, guilt-free, so you can recharge when you need to
- 401(k) plan & FSA account
Company HQ
Financial District, San Francisco, CA
Leadership
Diogo Mónica
(Co-Founder & Executive Chairman)Former advisor and board member at Jscrambler and advisor at StackRox with Phd in Computer Science at Instituto Superior Tecnico.
Nathan McCauley
(Co-Founder & CEO)Former director at Vendor Security Alliance and Docker. Former Security Engineering Manager at Square.
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