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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in developing and executing go-to-market strategies within the US capital markets, with a strong focus on building and leading commercial teams, establishing strategic partnerships, and driving enterprise sales cycles. Possesses deep knowledge of US securities markets, digital assets, and regulatory requirements, complemented by strong communication and negotiation skills at the executive level.
Highest-signal resume keywords
FINRA Series 7FINRA Series 63US Capital Markets ExperienceStrategic Partnership DevelopmentEnterprise Sales Management
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Market DevelopmentCommercial KPI DefinitionSales Cycle ManagementAccount SegmentationForecasting ProcessesDigital Assets KnowledgeTokenised Securities ExpertiseDLT-Based Business ModelsBroker-Dealer UnderstandingATS Environment Familiarity
Soft Skills
LeadershipNegotiationStakeholder ManagementStrategic ThinkingAnalytical Thinking
Certifications & Qualifications
FINRA Series 7FINRA Series 63
Industry Keywords
US Securities MarketsCapital-Markets TechnologyInstitutional EcosystemC-Level CommunicationMarket Structure Compliance
About the role
Key responsibilities & impact- Develop and execute 21X’s global go-to-market strategy, with the United States as a core growth market
- Build, lead, and develop teams across Business Development, Sales, Customer Success, and Marketing & PR
- Define and steer commercial KPIs for pipeline, revenue, market development, customer satisfaction, retention, and strategic partnerships
- Translate company strategy into market priorities, account plans, ownership, and measurable execution
- Identify, originate, and develop strategic partnerships with US financial institutions and capital-markets participants
- Build a qualified US opportunity pipeline and establish 21X within the institutional capital-markets ecosystem
- Lead senior-level partner discussions through commercial structuring and long-term relationship development
- Own the end-to-end enterprise sales cycle, including prospecting, qualification, solution positioning, business-case development, negotiation, and closing
- Design sales structures, account segmentation, pipeline governance, and forecasting processes for US and international markets
- Take responsibility for commercial targets and provide data-based forecasts to executive management
- Partner with Product, Operations, Legal, and Compliance on institutional requirements and commercially viable solutions
- Ensure institutional customer experience across onboarding, launch, adoption, and relationship management
- Build relationships with C-level decision-makers and senior market practitioners
- Establish voice-of-customer processes and translate feedback into product and service improvements
- Develop customer-success standards supporting adoption, retention, referenceability, and expansion
- Shape the US market narrative and value proposition with Marketing & Communications and executive management
- Represent 21X at conferences, client roundtables, panels, and selected media engagements
- Build thought leadership around tokenised securities, digital market infrastructure, DLT-based trading and settlement, and cross-border market connectivity
- Monitor US market structure, customer demand, competition, and regulatory trends
- Assess opportunities across North America, Europe, and selected APAC markets
- Provide recommendations on market entry, partnerships, pricing, positioning, and resource allocation
Requirements
What you’ll need- FINRA Series 7 and Series 63 required
- At least 10 years of relevant professional experience in US capital markets
- Substantial leadership responsibility in Sales, Business Development, Global Markets, Customer Success, or a comparable commercial function
- Demonstrated success building and scaling institutional market activities, commercial teams, strategic partnerships, and complex enterprise sales pipelines
- Deep knowledge of US securities markets, trading workflows, market infrastructure, and the institutional ecosystem across buy-side, sell-side, and infrastructure providers
- Strong understanding of broker-dealer and ATS environments
- Familiarity with SEC, FINRA, and relevant US market-structure requirements
- Sound knowledge of digital assets, tokenised securities, stablecoins, distributed-ledger technology, and DLT-based business models
- Strong, active network among US banks, broker-dealers, asset managers, issuers, custodians, market makers, exchanges or ATSs, and capital-markets technology providers
- Executive presence and proven communication, negotiation, and stakeholder-management skills at C-level and board level
- Strategic and analytical thinking, hands-on outcome-oriented leadership style, and ability to perform in a scale-up environment
- Native-level or business-fluent English
- Based in the United States
- Willingness to travel internationally
- German or another European language is an advantage
Benefits
Comp & perks- Signing bonus
- ESOP participation
- ESOP bonus programme
- Performance-based bonus programme
- Work up to 100% remotely
- High work autonomy
- International travel opportunities
- Significant responsibility and opportunities to build functions and teams
- Direct input and pragmatic execution valued