Sales Director - Qualified Custody

The world of digital assets is accelerating in speed, magnitude, and complexity, opening the door to new ways for leveraging the blockchain. Fireblocks’ platform and network provide the simplest and most secure way for companies to work with digital assets and it trusted by some of the largest financial institutions, banks, globally-recognized brands, and Web3 companies in the world, including BNY Mellon, BNP Paribas, ANZ Bank, Revolut, and thousands more. 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).

Key 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.

Qualifications

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.

Requirements

). Existing relationships across institutional and high-net-worth crypto market participants.