Director of Institutional Sales

About the Role

We are seeking a highly motivated, well-connected Director of Institutional Sales to lead Alpaca’s expansion across professional and institutional trading segments. This role is ideal for someone with a proven book of business or deep relationships across hedge funds, proprietary trading firms, family offices, and high-net-worth traders.

You will be responsible for building and scaling Alpaca’s institutional revenue base — driving adoption of our API brokerage, clearing, and global multi-asset infrastructure. You’ll leverage your existing network to accelerate growth while also developing new channels through strategic partnerships, events, and data-driven outreach.

This is a high-impact, quota-carrying role in a fast-paced environment that demands ownership, market knowledge, and strong relationship management.

Key Responsibilities

• Pipeline Origination & Relationship Expansion: Develop and grow a qualified pipeline of institutional and professional trading clients through existing relationships, conferences, and industry networks.
• Full-Cycle Institutional Sales Ownership: Lead all stages of the sales cycle — prospecting, qualification, consultation, proposal, negotiation, and closing.
• Revenue & AUM Growth: Drive measurable increases in transaction volume, assets under management, and fee-based revenue across global markets.
• Market Expertise & Consultative Selling: Translate deep understanding of trading technology, API integration, and market microstructure into tailored value propositions for each client type.
• Strategic Partnership Building: Collaborate with fintechs, brokers, and trading platforms seeking to embed Alpaca’s infrastructure into their stack.
• Cross-Functional Leadership: Partner with Marketing, Product, and Customer Success teams to refine institutional go-to-market strategy and ensure seamless onboarding.
• Data-Driven Insights & Reporting: Maintain accurate forecasts, pipeline health metrics, and CRM hygiene; regularly report performance insights to leadership.
  
  

Who You Are (Must-Haves)

• 7+ years of institutional or professional trading sales experience, preferably at a prime broker, agency broker, clearing firm, or fintech infrastructure provider.
• Existing book of business or established relationships within hedge funds, proprietary trading groups, RIAs, family offices, or HNW traders.
• Demonstrated track record of exceeding quotas and closing complex B2B or institutional deals.
• Strong understanding of trading workflows, APIs, market structure, and multi-asset execution (equities, options, and digital assets).
• Confident communicator capable of engaging C-level executives, fund managers, and tech decision-makers.
• Entrepreneurial, strategic, and comfortable selling in unstructured, early-stage environments.
• Series 7 (or relevant local securities license).
  
  

Nice-to-Haves

• Experience selling brokerage or clearing infrastructure, OEMS, FIX/API connectivity, or market data services.
• Knowledge of broker-dealer regulations (FINRA, NFA).
• Bachelor’s degree in Finance, Economics, or a related discipline.
• Startup mindset — thrives in a fast-paced, high-growth and global environment.
  
  

What Success Looks Like

• Within 90 days: Establish key prospecting cadence, identify high-conversion opportunities from your existing network, and close first strategic accounts.
• Within 6 months: Drive consistent revenue from institutional clients, expand trading volume, and influence Alpaca’s institutional GTM strategy.
• Within 12 months: Build a sustainable institutional portfolio contributing to Alpaca’s global market leadership in API-driven brokerage infrastructure.