Position Overview

As the ToB Sales Director, you will be the core engine for our institutional business growth. You will be responsible for building, training, and leading a high-performance sales team focused on promoting our full suite of products and services (including spot trading, derivatives, custody, and API solutions) to institutional clients such as hedge funds, market makers, family offices, and high-net-worth asset managers. You must possess deep Web3 industry knowledge, exceptional strategic vision, and outstanding leadership skills to achieve aggressive revenue targets.

Key Responsibilities

• Strategy & Leadership:

Develop and execute the institutional sales strategy for Turkey with full ownership of team performance metrics (e.g., revenue, client acquisition, customer lifetime value).

Act as a key representative of the company to institutional clients, leading high-level negotiations and establishing long-term, strategic partnerships.

• Team Building & Management:

Build the team from the ground up or optimize the existing team by recruiting, interviewing, and hiring top-tier institutional sales talent.

Set clear performance goals for team members, providing ongoing coaching, training, and development plans to maximize their potential.

Establish and optimize sales processes, incentive structures, and team culture to ensure operational excellence.

• Business Development:

Deeply understand the needs of local and international institutional clients and effectively communicate our platform's core value proposition and competitive advantages.

Lead complex commercial negotiations, working closely with Legal, Compliance, Product, and Technology teams to close deals and ensure successful onboarding.

Build and maintain a healthy sales pipeline, accurately forecast performance, and report regularly to senior management.

• Market Intelligence:

Continuously monitor Web3 industry trends, competitor activities, and regulatory developments to adapt sales strategies and provide valuable market feedback for the company's product roadmap.

Qualifications (Required)

• Language Skills: Fluent spoken English is mandatory for professional communication, negotiation, and presentations. Proficiency in Turkish is a plus.
• Industry Experience: Substantial experience in the Web3 industry with a deep understanding of cryptocurrency markets, trading products (e.g., spot, futures, options), blockchain fundamentals, and the pain points of institutional clients.
• Sales Experience: Minimum of 5 years of B2B sales experience, with at least 2 years focused on selling complex solutions to high-value clients in financial institutions, tech companies, or large enterprises.
• Management Experience: Proven team leadership experience, having directly managed a sales team of 3+ people with a track record of exceeding targets.
• Personal Skills: Excellent communication, influence, negotiation, and complex problem-solving skills. Results-driven, passionate, and able to thrive in a fast-paced, dynamic industry.

Preferred Qualifications

• Established network and connections within the Turkish local financial market or cryptocurrency sector.
• Previous experience at a well-known cryptocurrency exchange, blockchain project, or traditional fintech company.
• Proficiency in Turkish.
• Bachelor's or Master’s degree in Finance, Economics, Business, or a related field.