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Webull Financial · 8 hours ago

Director, Institutional Sales

Saint Petersburg, FL

Full-time

Onsite

Mid, Senior Level

5+ years exp

Webull Financial is a leading digital brokerage platform committed to empowering individual investors. They are seeking a Director of Institutional Sales to lead B2B sales efforts across North America, focusing on building and scaling their institutional business while collaborating with various teams to align client needs with product capabilities.

AnalyticsFinTechMarket ResearchTrading Platform

Senior Management

Responsibilities

Lead the full sales lifecycle for North American institutional B2B opportunities, including prospecting, pitching, negotiation, and closing

Drive business development across a range of institutional client types, including: Fintechs seeking clearing, custody, API brokerage, or infrastructure support

RIAs and asset managers requiring custody and execution services

Introducing brokers (fully disclosed, omnibus, and piggyback structures)

Proprietary trading firms and high-touch institutional clients

Build and manage a robust sales pipeline, including regional market strategies, revenue forecasting, and pipeline reporting

Partner closely with Product, Institutional Operations, Risk, and Compliance teams to align client needs with platform capabilities

Create and deliver compelling product demonstrations and institutional presentations tailored to varying levels of technical sophistication

Collaborate with Legal and Compliance teams to negotiate commercial terms, onboarding requirements, and integration timelines

Work with technical integration teams to support client onboarding, including API and FIX connectivity

Represent Webull at industry conferences, trade shows, and institutional events across the U.S. and Canada

Gather and synthesize client feedback to inform product enhancements and the long-term institutional platform roadmap

Maintain strong CRM discipline and provide regular reporting on pipeline health, conversions, and projected revenue

Qualification

Institutional sales experienceBrokerage infrastructure knowledgeB2B sales cycle managementNetwork of fintech contactsTechnical concepts understandingPresentation skillsCross-functional collaborationClient feedback synthesisCRM disciplineCommunication skills

Required

5–10+ years of experience in institutional sales, business development, or clearing/custody sales within financial services

Strong understanding of brokerage infrastructure, clearing and settlement processes, and institutional client operating models

Established network of fintech, RIA, and broker-dealer contacts across North America

Proven ability to manage and close complex, multi-party, multi-stage B2B sales cycles

Strong presentation and communication skills, with the ability to explain complex concepts to both technical and non-technical audiences

Experience working cross-functionally with Product, Compliance, Legal, Risk, and Operations teams

Comfort working in a fast-paced, build-and-scale environment

Preferred

Experience selling clearing, custody, or prime brokerage solutions

Familiarity with institutional onboarding frameworks such as FINRA Rule 4311, omnibus documentation, enhanced due diligence (EDD), and FIX connectivity

Understanding of the competitive institutional brokerage landscape and emerging fintech verticals

Ability to translate client requirements into actionable inputs for technical teams

Comfort with technical concepts such as APIs, FIX, OMS, and EMS platforms

Benefits

Comprehensive Health Coverage: 100% paid medical and dental insurance for employees and dependents, vision insurance, and more!

Financial Support: 401(k) match, commuter benefits for NY positions, and short-term disability coverage.

Work-Life Balance: Generous time off that increases with tenure, paid parental leave, personal days, sick time, volunteer days and company holidays.

Wellness & Pet Care: Fitness and wellness benefits, plus pet insurance for your furry friends.

Investing in Your Future: We provide tuition reimbursement to help you pursue relevant degrees, certifications, and training that align with your career goals.

Dynamic Office Perks: Catered lunches (every Friday), fully stocked kitchens, and monthly happy hours to connect and collaborate.