Executive Director, Institutional Sales
Apply locations London Strand - Cross Border time type Full time posted on Posted Today job requisition id R05683
Your role
Corpay is currently looking to hire an Executive Director, Institutional Sales within our Cross Border division. Reporting to the SVP Global Institutional Sales, the Executive Director, Institutional Sales is responsible for the origination, development and management of EMEA institutional sales related activities and relationships for Corpay Cross Border. The principal focus of the role will be to expand the client base of our Institutional risk management solutions business across alternative funds, private capital managers, family offices and institutional investors.
What you'll be doing
Key Responsibilities:
* Sales Strategy & Execution:
Develop and execute a comprehensive sales strategy targeting alternative investment firms including private equity / debt, hedge funds, family offices, real estate funds, digital asset funds and venture capital firms as well as their service providers including fund administrators and fund formation lawyers.
* Lead Generation & Prospecting:
Identify and cultivate new business opportunities by researching and targeting key decision-makers within the alternative investment industry including fund managers, fund administrators, and fund formation law firm and understanding the prospective client’s business goals, objectives and challenges. Leverage industry contacts and attend relevant conferences, networking events, and industry forums to build a strong pipeline.
* Client Needs Analysis & Solution Pitching:
Work to understand the specific operational, financial and investment needs of clients in the alternative investment space. Calibrate Corpay solutions to meet those needs across FX risk management, global payments, multi-currency accounts, capital call lines of credit, treasury management, cash flow optimization, and regulatory compliance. Deliver compelling presentations to the appropriate level of leadership within a prospective company.
* Relationship Management:
Build and nurture long-term relationships with C-suite executives, CFOs, portfolio managers, and other key stakeholders within alternative investment firms. Establish trust and credibility to position the company as a strategic partner.
* Sales Cycle Management:
Lead prospects through the entire sales process, from initial outreach and qualification to proposal presentation, negotiation, contract closure. Maintain awareness and proficiency of all company policies and client documentation requirements to support new account onboarding. Ensure all sales activities are tracked in CRM software. Actively participate in the preparation and execution of sales plans, events and campaigns.
* Market Intelligence & Competitor Analysis:
Stay updated on industry trends, competitor offerings, and regulatory changes that impact the alternative investment sector. Provide feedback to internal teams to enhance product offerings and value propositions.
* Collaboration & Reporting:
Collaborate with the marketing, product, and operations teams to ensure a seamless client onboarding experience. Provide regular sales forecasts and reports to management.
* Operational Responsibilities: Work with the client service teams to ensure we communicate effectively the information flows needed to onboard clients in an efficient manner, this includes interfacing between clients and the onboarding/customer service teams to ensure operational requirements are met.
* Product Development: Identify additional product development and solutions that could be incorporated to increase diversification and revenue generating opportunities to further embed clients in the Corpay ecosystem.
Required Qualifications:
* Experience:
5+ years of experience in business development or sales within financial services, with a focus on the alternative investment industry.
* Industry Knowledge:
Strong understanding of the alternative investment space, including private equity, hedge funds, real estate, venture capital, and other institutional investment models. Knowledge of the specific challenges and needs of these firms is essential.
* Sales Expertise:
Proven track record of meeting or exceeding sales targets, with a consultative approach to selling. Experience in managing complex sales cycles and negotiating high-value contracts.
* Network & Relationships:
Established relationships with key decision-makers in the alternative investment industry (CFOs, COOs, General Counsel, and General Partners). Ability to leverage existing network for business development.
* Communication Skills:
Excellent verbal and written communication skills. Ability to clearly articulate the value of banking solutions to diverse audiences, including both technical and non-technical stakeholders.
* Technical Aptitude:
Familiarity with banking products and services used by alternative investment firms (e.g., fund banking, FX, cash management, capital call facilities). Comfort with financial technology and software platforms.
* Self-Starter:
Highly motivated and proactive, with the ability to work independently and as part of a team. Strong organizational skills and the ability to manage multiple opportunities simultaneously.
About Corpay
Corpay is a global technology organisation that is leading the future of commercial payments with a culture of innovation that drives us to constantly create new and better ways to pay. Our specialized payment solutions help businesses control, simplify, and secure payment for fuel, general payables, toll and lodging expenses. Millions of people in over 80 countries around the world use our solutions for their payments.
All offers of employment made by Corpay (and its subsidiary companies) are subject to the successful completion of satisfactory pre-employment vetting by an independent supplier (Experian). This is in accordance with Corpay's Resourcing Policy and include employment referencing, identity, adverse financial, criminal and sanctions list checks. We do this to meet our legal and regulatory requirements.
Corpay is dedicated to encouraging a supportive and inclusive culture among our employees. It is within our best interest to promote diversity and eliminate discrimination in the workplace. We seek to ensure that all employees and job applicants are given equal opportunities.
Notice to Agency and Search Firm Representatives: Corpay will not accept unsolicited CV's from agencies and/or search firms for this job posting. Resumes submitted to any Corpay employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Corpay. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.
About Us
Fast-growing, global, rewarding, fun, involved – at Corpay, we are all of these and more. If you are an experienced and self-motivated professional who can perform at a high level, you will be rewarded. If you have great ideas, we want to hear them. If you want your career to grow at the same rapid pace as our organization, this is the place for you. Whatever your area of expertise, you can take it to the next level at Corpay.
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