About the Role

Fireblocks Trust Company (TrustCo) is the regulated, Qualified Custody division within Fireblocks Financial Services. We are seeking a Sales Director – Fireblocks Trust to serve as a dedicated subject-matter expert (SME) embedded within the Fireblocks sales organization. This is an overlay role: rather than owning a standalone book, you will partner with platform account executives to bring Qualified Custody expertise into their deals, helping them win and expand institutional and high-net-worth relationships. You will work closely with TrustCo leadership, sales, partnerships, product, legal and compliance to ensure clients understand and adopt TrustCo's qualified-custody solution and to drive assets under custody (AUC).

Responsibilities

• Act as the qualified-custody SME embedded with the platform sales team, supporting account executives in advancing and closing deals where custody is a decision driver.
• Position and sell qualified custody to institutional clients and high-net-worth individuals, including funds, registered investment advisers, exchanges, miners, token issuers, fintechs, and family offices.
• Educate and consult clients on the value of a qualified custodian — asset segregation, bankruptcy-remoteness, TrustCo's regulatory standing, and on how those protections map to their fiduciary and regulatory obligations.
• Assist in deal structuring by tailoring custody arrangements to each client's mandate and risk profile.
• Support qualified-custody offerings such as staking where clients can earn rewards on assets held in custody, positioning these as a complement to — not a substitute for — the core custody value proposition.
• Work cross-functionally with product, operations, legal, and compliance to refine custody positioning, support diligence, and ensure seamless onboarding and continued engagement.
• Provide competitive and market intelligence on custodian offerings, regulatory developments, and client feedback to sharpen TrustCo's positioning and inform product priorities.
• Develop sales enablement materials — decks, FAQs, diligence responses, and case studies — that equip the platform sales team to communicate the qualified-custody value proposition with confidence.
• Track and optimize custody adoption across the pipeline, identifying opportunities to grow AUC and deepen client engagement.

Requirements

• Proven track record of supporting and closing institutional sales, ideally in custody, digital assets, crypto, fintech, or financial services.
• Strong understanding of Qualified Custody and digital assets — including custodial structures, the regulatory framework for custodians, and the obligations of institutional and fiduciary clients.
• Excellent communication and presentation skills, with the ability to explain complex regulatory and custody concepts clearly to sophisticated buyers.
• Analytical mindset, with the ability to interpret pipeline and adoption data and translate it into actionable sales motions.
• Comfortable operating as an overlay resource in a fast-paced, evolving industry, with a proactive, collaborative, solution-oriented approach.

Nice-to-Have

• 5–7 years of experience in digital asset custody, institutional crypto, or regulated financial services.
• Familiarity with the regulatory landscape for Qualified Custodians (e.g., NYDFS-chartered trust companies, national trust bank charters, and adviser custody requirements).
• Existing relationships across institutional and high-net-worth crypto market participants.

Compensation

Base salary range: $184,000–$240,000. The base salary is one component of the total compensation package, which for some roles may include a target bonus, a very competitive equity grant, and very generous benefits.

Work Model

Hybrid: three days per week in-office.

Location

New York