BlockRiver AG
Director, Institutional Sales
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Company Description
BlockRiver AG is a Swiss VQF-regulated settlement platform that streamlines movement between fiat, crypto, and stablecoins under a single onboarding process. The company offers spot OTC execution across major fiat and crypto pairs, stablecoin conversion in USDC, USDT, and EURC, and named vIBANs, with settlement designed to move into client custody. Its proprietary platform serves regulated entities and corporates, either directly or via white-label solutions for brokers, EMIs, and partner desks, with full API access. BlockRiver integrates Travel Rule compliance, Sumsub KYB, and Crystal analytics, operated to VQF SRO standards from Schwyz.
Role Description
The Director of Institutional Sales at BlockRiver AG is a full-time, remote position with responsibility for the firm's largest relationships. The platform is live and in production, with client volume settling through it today.
This is a high-ticket, low-volume sales role. The Director originates and closes a small number of substantial accounts each year rather than a broad pipeline: white-label deployments and API integrations with brokerages, EMIs, PSPs, payment and remittance businesses and partner desks, alongside direct corporate and institutional clients executing significant monthly volume through the OTC desk. A single relationship in this book is expected to produce material monthly volume, and the role is measured on volume delivered rather than logos signed.
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The role runs the full cycle. That means originating through the Director's own network and direct outreach, structuring commercial terms, and then carrying the counterparty through technical, compliance, and banking diligence to first live transaction. Handing off at signature is not the shape of this job. Day-to-day activities include direct origination with senior decision-makers, pricing and commercial structuring with the trading desk, coordinating integration and onboarding alongside technology, compliance, and operations, and maintaining the relationship once live so that volume grows.
The Director works directly with the founders and has latitude over how the book is built. This is a senior individual contributor role with no ramp period and no inbound pipeline to inherit.
Qualifications
- Five or more years selling settlement, payments, liquidity, or trading infrastructure to regulated institutional buyers — brokerages, EMIs, PSPs, payment and remittance businesses, funds, or corporate treasuries.
- A demonstrable record of closing high-ticket relationships, with specifics on deal size, cycle length, and volume delivered after go-live.
- Direct experience taking integrations from first conversation to first live transaction, including navigating a counterparty's technical, compliance, and banking diligence.
- An established network among senior decision-makers at institutional buyers of settlement or liquidity infrastructure, and a willingness to work it from day one.
- Fluency in the product economics of OTC execution, stablecoin conversion, and fiat rails — spreads, settlement cycles, custody arrangements, and how a counterparty's own commercials are affected by them.
- Comfort operating in a regulated environment and representing the firm credibly on AML, KYB, Travel Rule, and sanctions questions raised during diligence.
- Sound commercial judgement, comfort with long cycles, and the discipline to run a concentrated pipeline without close supervision.
- Fluent English; additional languages an advantage.
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Compensation
Base salary plus uncapped commission and revenue share on accounts the successful candidate originates.
Application Requirements
Applications should include a short note on the integrations you have personally taken from first conversation to first live transaction, and how long each took.
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