Sales Director – Financial Institutions

Utila

Sales Director leading strategy and revenue generation for financial institutions at Utila, a fintech platform for digital asset operations. Engaging with banks, credit unions, and other regulated institutions across North America.

Posted 6/17/2026full-timeRemote • California • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

Own and lead Utila's strategy for engaging financial institutions across North America, defining target segments, ICPs, and priority use cases.
Drive new business directly, running complex sales cycles with banks, credit unions, broker-dealers, and other regulated institutions from initial engagement through close.
Build and execute a partnership strategy with FIs, identifying opportunities for co-development, integration, and joint go-to-market.
Develop deep relationships with key decision-makers across treasury, innovation, digital assets, and compliance functions at target institutions.
Translate FI buying cycles, procurement processes, and risk/compliance requirements into actionable go-to-market plans.
Partner with Product and Leadership to ensure Utila's roadmap and positioning align with what FIs need to adopt on-chain infrastructure.
Own pipeline forecasting and revenue targets for the FI segment, maintaining high standards of deal qualification and reporting.

Requirements

What you’ll need

8-10+ years of experience selling to financial institutions, or working within one, in the US.
Deep understanding of how financial institutions operate, including their organizational structure, decision-making processes, and procurement/compliance requirements.
Proven track record of selling to FIs, with strong knowledge of their buying cycles, ICPs, and what drives adoption of new infrastructure.
Experience building and executing partnership strategies with banks or other regulated financial institutions.
Strong understanding of on-chain primitives such as stablecoins, tokenized deposits, and tokenized assets, and how FIs are approaching them.
Solid grasp of the underlying infrastructure — custody, wallets, settlement, security models — that supports institutional digital asset operations.
Strong consultative selling skills, with the ability to translate complex technology into clear business value for risk-conscious buyers.
High ownership, autonomy, and execution mindset, comfortable operating in a fast-growing startup environment.
Deep understanding of how regional, community, and tier 1 banks operate across all levels.

Benefits

Comp & perks

Opportunity to be at the forefront of growth at a cutting-edge fintech product in new markets, with a high-degree of autonomy.
Uncapped growth potential and commissions in a rapidly scaling organization.
Work directly with leadership and make an immediate impact.
Be part of a fast-growing, mission-driven company.
Collaborate with a world-class team of builders.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales cyclespartnership strategiespipeline forecastingrevenue targetson-chain infrastructurestablecoinstokenized depositstokenized assetscustodysettlement

Soft Skills

consultative sellingrelationship buildingownershipautonomyexecution mindsetcommunicationstrategic thinkingproblem-solvingadaptabilitynegotiation