Archax
Business Development Manager, Europe
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This is an office-based role, initially located in London covering European clients
Reporting to: Nick Donovan, Chief Revenue Officer
Working pattern: Office-based, Mon-Fri
About us
Archax is an FCA/CNMV-regulated Multilateral Trading Facility (MTF) operating a trading and primary platform for professional and institutional clients. Our vision is to develop a truly digital capital market ecosystem that connects traditional market infrastructure with blockchain and DLT technologies.
Role Overview
We are seeking a highly motivated and commercially driven Institutional Sales professional to join our growing team in either London or Madrid. The successful candidate will be responsible for developing and managing relationships with European institutional clients, identifying new business opportunities, and driving revenue growth across our regional client base.
This is a client-facing role suited to an ambitious sales professional who understands financial markets and is passionate about building long-term institutional relationships. The ideal candidate will be comfortable operating in a fast-paced environment, engaging with senior decision-makers, and working collaboratively with internal teams to deliver tailored solutions that meet client needs.
Experience or knowledge of digital assets, tokenisation, financial markets, and the institutional adoption of blockchain technology would be highly advantageous.
Key Responsibilities
Business Development & Sales
- Identify, prospect, and develop new institutional client relationships across relevant markets and segments.
- Build and maintain a strong sales pipeline through targeted outreach, networking, referrals, industry events, and other business development activities.
- Develop and execute strategic sales plans to achieve and exceed revenue and business development targets.
- Conduct market mapping and identify high-potential institutional prospects, including asset managers, hedge funds, family offices, banks, broker-dealers, fintechs, corporates, and other financial institutions.
- Manage the full institutional sales cycle, from initial prospecting and qualification through to negotiation, onboarding, and ongoing relationship management.
- Prepare and deliver compelling presentations, pitches, product demonstrations, and commercial proposals to prospective clients.
- Understand client objectives and challenges and work with internal teams to develop appropriate solutions.
- Negotiate commercial terms and support the successful conversion of opportunities into long-term client relationships.
Client Relationship Management
- Develop trusted, long-term relationships with institutional clients and key decision-makers.
- Act as a primary point of contact for clients, ensuring a high level of responsiveness and service.
- Understand client requirements, investment objectives, trading needs, operational considerations, and risk parameters.
- Proactively identify opportunities to expand existing relationships through cross-selling and upselling of relevant products and services.
- Monitor client satisfaction, gather feedback, and communicate market and product developments.
- Maintain accurate records of client interactions, opportunities, activities, and pipeline progression within the relevant CRM system.
Market & Industry Development
- Maintain a strong understanding of institutional financial markets, market structure, competitive dynamics, and emerging industry trends.
- Develop a strong understanding of digital assets and their growing role within institutional finance.
- Monitor developments in tokenisation, blockchain infrastructure, digital asset trading, custody, settlement, and institutional adoption.
- Track competitor activity and identify opportunities to differentiate Archax’ products and services.
- Attend relevant industry conferences, networking events, client meetings, and institutional forums to strengthen Archax’s market presence and generate new business opportunities.
- Develop and maintain a strong professional network across institutional finance and digital assets.
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Internal Collaboration
- Work closely with trading, product, operations, compliance, legal, marketing, and senior management teams to ensure a seamless client experience.
- Collaborate with product and commercial teams to communicate institutional client feedback and help shape future products and services.
- Partner with compliance and legal teams to ensure client engagement and onboarding activities are conducted in accordance with applicable regulatory requirements.
- Provide regular reporting on pipeline development, sales activity, revenue performance, market trends, and client opportunities.
- Contribute to the development and implementation of broader institutional sales strategies.
Regulatory & Risk Awareness
- Maintain a strong awareness of the regulatory environment relevant to institutional financial services.
- Develop an understanding of applicable FCA and CNMV requirements, financial promotions, client onboarding, KYC/AML, and other relevant regulatory considerations.
- Ensure all sales and client engagement activities are conducted in accordance with internal policies, procedures, and applicable regulations.
- Work closely with Compliance and Legal teams when dealing with regulated products, institutional clients, and digital asset activities.
- Demonstrate sound commercial judgement while maintaining a strong focus on risk management and client suitability.
Key Performance Indicators
Success in the role will be measured through a combination of commercial, relationship, and activity-based objectives, including:
- New institutional clients acquired.
- Revenue generated from new and existing clients.
- Pipeline value and conversion rates.
- Growth in institutional client activity and assets/volumes where applicable.
- Client retention and relationship expansion.
- Number and quality of qualified institutional opportunities generated.
- Achievement of agreed sales and revenue targets.
- Quality and consistency of CRM and pipeline management.
- Contribution to strategic business development initiatives.
Candidate Profile
We are looking for a commercially minded, ambitious, and resilient individual who enjoys building relationships and generating new business. The successful candidate will be confident engaging with senior stakeholders and able to translate complex financial products and concepts into clear commercial propositions.
Essential Skills & Attributes
- Proven experience in institutional sales, financial services, capital markets, fintech, digital assets, or a related commercial role.
- Strong track record of business development and revenue generation.
- Demonstrated ability to build and manage relationships with institutional or sophisticated clients.
- Excellent communication, presentation, negotiation, and influencing skills.
- Strong commercial awareness and a results-driven mindset.
- Ability to prospect independently, generate leads, and manage a sales pipeline effectively.
- Comfortable working towards ambitious targets in a fast-paced and evolving environment.
- Strong organisational skills and the ability to manage multiple opportunities and client relationships simultaneously.
- Ability to work effectively with cross-functional teams.
- High level of professionalism, integrity, and attention to detail.
- Self-starter who takes ownership and demonstrates a proactive approach to problem-solving.
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Desirable Experience
The following would be advantageous:
- Fluency in at least one European language.
- Experience selling financial products, investment solutions, trading services, market infrastructure, or technology solutions to institutional clients.
- Existing network across European asset managers, hedge funds, banks, family offices, brokers, fintechs, or other institutional investors.
- Knowledge of digital assets, cryptocurrencies, blockchain technology, tokenisation, or digital asset infrastructure.
- Understanding of institutional digital asset adoption and the evolving market structure.
- Experience working with regulated financial institutions or within a regulated financial services environment.
- Familiarity with CRM systems and sales analytics tools.
- Experience working in a start-up, scale-up, fintech, or rapidly growing financial services business.
Education
- Bachelor's degree in Finance, Economics, Business, Mathematics, or a related discipline is preferred.
- Relevant professional qualifications or significant equivalent industry experience will also be considered.
Personal Attributes
The successful candidate will be:
- Driven: Consistently focused on achieving and exceeding commercial objectives.
- Entrepreneurial: Comfortable identifying opportunities and taking ownership from idea through execution.
- Relationship-oriented: Able to establish credibility and trust with senior institutional stakeholders.
- Resilient: Comfortable handling rejection, navigating long sales cycles, and maintaining momentum.
- Curious: Interested in financial markets, technology, digital assets, and emerging trends.
- Collaborative: Able to work effectively across sales, product, compliance, operations, and leadership teams.
- Adaptable: Comfortable operating in a rapidly changing market and evolving regulatory environment.
- Analytical: Able to assess market opportunities, understand client needs, and use data to inform sales strategy.
What Success Looks Like
Initially based in London, but spending increasing time in our Madrid office, the successful candidate will establish a strong European institutional network, develop a healthy and qualified sales pipeline, consistently generate new business opportunities, and convert prospects into long-term clients. They will become a trusted representative of Archax in the European market and play an important role in expanding Archax’s presence, revenue, and reputation within traditional and digital financial markets.
The role offers the opportunity to work at the intersection of institutional finance, technology, digital assets, and tokenisation, with significant scope to contribute to the growth and strategic direction of the business.
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