Institutional Sales - Hong Kong / Singapore (Remote - Work from Anywhere)

Work from anywhere, impact everywhere Diversity is at the heart of who we are at Xapo Bank. We’re a fully distributed team of over 130 Xapiens that work remotely from 40+ countries around the world. Our beginning: A world that enjoys economic freedom and wealth protection, no matter where you live or who is running your country. To achieve that, we search the world for the best people for the job. We work hard, think globally, and inspire each other to learn and grow. We are committed to changing the way things are done. Risk is inherent in all of our business activities and managing risk well is the responsibility of every Xapien. Sound risk management enables us to serve our customers and deliver value for our shareholders, and helps make Xapo a great place to work. Although we are headquartered in Gibraltar, this is a full time, 100% remote position Work from anywhere! Position overview The Institutional Sales person will be responsible for driving business growth through the acquisition of high-quality leads. This includes High-Net-Worth (HNW) individuals seeking Personal Accounts and Institutional clients interested in Institutional Accounts. A key responsibility will be to seamlessly transition qualified leads to the Account Management team for efficient onboarding. This role requires someone who is open and available to travel, whether it's attending regional events to represent Xapo or meeting clients in person to strengthen relationships. The primary objective is to expand Xapo's client base while consistently prioritizing an exceptional customer experience. Responsibilities Lead Generation and Qualification: • Identify and cultivate new business opportunities through various channels, including networking, referrals, industry events, and strategic outreach in the Hong Kong and Singapore markets. • Qualify leads to ensure alignment with the company's target client profiles (e.g., HNW individuals, institutional clients). Client Acquisition: • Introduce qualified leads to the relevant internal teams (e.g., Account Management) for a seamless onboarding process. • Act as the primary point of contact during the initial stages of the client journey, ensuring a positive first impression. • Proactively engage with clients to understand their needs, challenges, and goals. • Be an expert in the products Xapo offers, providing product demonstrations to prospects and customers. • Take all measures, and go above and beyond, to ensure clients' needs are met, whether this is through the onboarding process or when they have become a member. • Work alongside the team to draw up strategies to increase the customer base. Market Intelligence and Reporting: • Stay informed about industry trends, competitor activities, and market conditions in Hong Kong and Singapore. • Keep up-to-date with advancements in the crypto and traditional finance industries. • Provide regular reports on lead generation, client acquisition, and other key performance indicators. • Contribute to the development of sales and relationship management strategies. Brand Representation and Networking: • Represent Xapo at regional events, conferences, and industry gatherings. • Act as a brand ambassador, promoting the company's values and offerings. • Actively network to expand professional contacts and identify potential clients or partners. Compliance and Performance: • Perform tasks in accordance with all regulatory and compliance requirements. • Achieve your KPIs/targets in alignment with the overall objectives of the team and business. • Escalate issues that are specific to the region to Product and other partner teams. Travel: • Be open and available to travel for attending regional events and meeting clients in person to strengthen relationships and explore new opportunities. Skills needed We are seeking a highly motivated professional with a strong background in financial services and a commitment to exceptional client service. • Fluency in English is essential; proficiency in Mandarin and/or Cantonese is a valuable asset. • A minimum of 5 years of customer-facing experience in the banking sector, specifically within private banking, private wealth management, investment banking, or commercial banking in Hong Kong or Singapore. • Demonstrable professional or personal exposure to cryptocurrency markets, indicating a strong understanding and interest in digital assets. • A proven track record in originating leads and effectively managing existing client relationships within the financial services industry. • Confidence and expertise in conducting both in-person and online meetings with clients, as well as adeptly handling inquiries from prospects at industry events. • A consistent history of achieving key performance indicators (KPIs) and targets related to client conversion. • A robust professional network within the regional financial services sector in Hong Kong and/or Singapore. • A solid understanding of traditional fiat payment rails and stablecoins. Other requirements • A dedicated workspace. • A reliable internet connection with the fastest speed possible in your area. • Alignment with Our Values and the Xapo Values-Driven Leadership principles. Why work for Xapo? IMPACT GLOBALLY, WORK REMOTELY. • Shape the Future: Improve lives through cutting-edge technology, work 100% remotely from anywhere in the world. • Great work-life balance: Build amazing things with a balance of autonomy and collaborative teamwork. Set your own work schedule and make use of a flexible PTO plan when you need to recharge. • Expect Excellence: Collaborate, learn, and grow with a high-performance team. Learn how you learn best - from books to conferences, you’ll get a yearly budget for your individual learning and development goals. At Xapo, we prioritize consumer protection and adhere to regulatory requirements by ensuring that all Xapiens are accountable for upholding principles of fair treatment, transparency, and ethical conduct in their interactions with customers and stakeholders. Xapo Device Policy Consultants joining Xapo Bank must comply with the Xapo Device Policy, which governs the use of corporate-approved laptops under Corporate-Owned, Personally Purchased Device (reimbursed up to $1,500) or Corporate-Owned, Personally Enabled Device (personal device with enforced security controls). All devices must meet security requirements, enroll in Xapo’s Mobile Device Management (MDM), and adhere to compliance rules. COPPD devices remain Xapo property with buyback options upon exit. COPED users agree to data control measures, including mandatory corporate data wipes. Compliance with the Xapo Device Policy is mandatory for all consultants, onboarding will not proceed without adherence to the policy. 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