Liquida | Head of Institutional Sales

Company Description

Liquida is building infrastructure for tokenised UK Government Bonds, connecting institutions seeking liquidity against their gilt holdings with lenders supplying sterling funding. Our ambition is to modernise collateral management: turning traditional government bonds into digital securities that institutions can transfer and borrow against around the clock. For lenders, the platform is designed to provide access to lending opportunities secured against UK sovereign collateral. We bring together institutional finance and blockchain technology to make collateral and liquidity more accessible.

Role Description

Liquida is seeking a Head of Institutional Sales to build both sides of our market: institutional clients bringing gilt assets onto the platform and institutional lenders providing the liquidity to borrow against them.

This is a full-time, remote role based in the UK, with regular travel to London and client meetings. Travel and associated expenses are covered separately from salary. You must have existing right to work in the UK; we are not able to sponsor visas for this role.

You will be taking responsibility for relationships from first conversation through to commercial agreement, onboarding, funded participation and growth. You will build on the founders’ existing UK treasury relationships and digital asset network while originating new opportunities independently.

Our initial focus is UK institutional gilt holders, particularly bank and building society treasury teams that would benefit from 24/7, instant access to a next-generation repo market.

Your first priority will be to secure credible borrower and lender pilot commitments, with clear allocation intentions, commercial terms and approval requirements. Following launch, success will be measured through funded and retained assets under administration (AUA), lending capital deployed, repeat usage and revenue.

This is a hands-on leadership role. You will personally lead early sales while building the approach and processes that allow the commercial function to grow.

Your Work Will Include

• Winning Institutional Gilt Holders: Developing relationships with treasurers, heads of liquidity and other senior decision-makers, using existing connections alongside targeted prospecting.
• Securing Lending Capital: Winning lenders and partners able to supply or allocate sterling funding against tokenised gilts. Identifying who controls the capital, who approves its deployment and what they require to participate.
• Developing Both Routes to Market: Progressing treasury relationships through institutional approval processes while building opportunities with eligible on-chain asset managers, vault curators and specialist lenders that may be ready to participate earlier.
• Delivering Commercial Pilots: Bringing together suitable borrowers and lenders, establishing indicative allocations, pricing expectations, approval requirements and operational dependencies so pilots can proceed when the necessary approvals and systems are in place.
• Leading the Complete Sale: Owning discovery, demonstrations, proposals and commercial negotiations, while coordinating the process across counterparty treasury, investment, risk, compliance, legal and operations teams.
• Growing Assets and Activity: Converting opportunities into funded participation, supporting counterparties through onboarding and developing relationships that produce sustained gilt balances, deployed lending capital and repeat transactions.
• Owning the Pipeline: Maintaining distinct borrower and lender pipelines, setting priorities and producing realistic forecasts grounded in counterparty readiness and clear next steps.
• Shaping the Product and Commercial Proposition: Bringing client requirements into product and pricing decisions, and explaining the economics, risks and operational requirements clearly to both borrowers and lenders.