Alpaca · 2 hours ago
Director of Institutional Sales
United States
Full-time
Remote
Mid, Senior Level
7+ years expAlpaca is a US-headquartered self-clearing broker-dealer and brokerage infrastructure company. They are seeking a highly motivated Director of Institutional Sales to lead the expansion across professional and institutional trading segments, focusing on building and scaling the institutional revenue base through existing relationships and new strategic partnerships.
Developer APIsFinancial ServicesFinTechTrading Platform
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
Qualification
Required
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)
Preferred
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
Benefits
Health Benefits
New Hire Home-Office Setup: One-time USD $500
Monthly Stipend: USD $150 per month via a Brex Card
Company
Alpaca
Alpaca is a financial system platform that allows developers and businesses to build apps, embed investing, and trade algorithms.
201-500 employees
Funding
Current Stage
Late StageTotal Funding
$328.8MKey Investors
Drive Capital850 Management,Derayah Financial,National Investments CompanySBI Group
2026-01-14Series D· $150M
2026-01-14Debt Financing· $40M
2025-04-23Series C· $52M
Leadership Team
Yoshi Yokokawa
Co-Founder and CEO
Hitoshi Harada
CPO and Co-Founder
Recent News
Morningstar.com
2026-01-07
Company data provided by crunchbase