Growth & Strategy Business Lead, Institutional Self Custody
Anchorage Digital
Sales & Business Development
United States
Posted on Jan 22, 2025
At Anchorage Digital, we are building the world’s most advanced digital asset platform for institutions to participate in crypto.
Anchorage Digital is a crypto platform that enables institutions to participate in digital assets through custody, staking, trading, governance, settlement, and the industry's leading security infrastructure. Home to Anchorage Digital Bank N.A., the only federally chartered crypto bank in the U.S., Anchorage Digital also serves institutions through Anchorage Digital Singapore, Porto by Anchorage Digital, and other offerings.
The company is funded by leading institutions including Andreessen Horowitz, GIC, Goldman Sachs, KKR, and Visa, with its Series D valuation over $3 billion. Founded in 2017 in San Francisco, California, Anchorage Digital has offices in New York, New York; Porto, Portugal; Singapore; and Sioux Falls, South Dakota. Learn more at anchorage.com, on X @Anchorage, and on LinkedIn.
Shape the future of institutional self-custody by driving the growth of our self-custody business. You will own key performance indicators, revenue targets, client adoption, and product market fit. We're seeking a visionary leader with deep domain expertise and a proven ability to scale institutional offerings, expand market penetration, and achieve significant revenue milestones. As a hands-on leader, you'll engage directly with clients, educate the Sales team, represent the firm at industry events, and shape the go-to-market strategy.
We have created the Factors of Growth & Impact to help Villagers better measure impact and articulate coaching, feedback, and the rich and rewarding learning that happens while exploring, developing, and mastering the capabilities and contributions within and outside of the Business Lead, Institutional Self Custody role:
Technical Skills:
- Expertise in crypto custody, security models, and compliance considerations for institutional clients.
- Ability to sell today’s product while shaping the roadmap for future product expansion.
- Uses data analytics and financial modeling to refine pricing strategies, track client engagement, and optimize sales performance.
- Proficiency in CRM platforms (Salesforce) and sales enablement tools to track and manage client acquisition and revenue growth.
- A deep understanding of the self-custody product at its core, ensuring alignment between technical capabilities and market needs.
Complexity and Impact of Work:
- Directly responsible for expanding institutional self-custody market share, driving adoption, and exceeding revenue targets.
- Ensures the self-custody offering aligns with institutional demand and integrates seamlessly in the firm’s overall strategy.
- Leads direct sales efforts, client acquisition, and partnership building, with hands on involvement in selling the product.
- Owns growth metrics, revenue goals, and client success benchmarks, ensuring sustained and scalable product adoption.
- Uses data driving insights to refine GTM strategies, improve sales effectiveness, and continuously optimize the business model.
Organizational Knowledge:
- Thrives in a fast-moving, high accountability setting, making real-time decisions in a complex and evolving market.
- Ensures Sales, Product, Compliance, and Finance teams are aligned and working toward shared goals.
- Develops repeatable sales processes and GTM strategies to scale institutional self-custody.
- Operates with full accountability, ensuring all business objectives and revenue targets are met.
Communication and Influence:
- Comfortable representing the firm at industry events, building brand credibility, and positioning the company as a leader in self-custody.
- Actively pitches the product to clients, ensure clear communication of its value proposition, and differentiation.
- Educates and trains the internal sales team to enhance their ability to sell the product effectively.
- Clearly articulates the strategic roadmap and business goals to both internal leadership and external stakeholders.
- Users clients behavior tracking and financial data to inform GTM strategy and drive internal alignment.
You may be a fit for this role if you have:
- 10+ years of experience in business development, GTM strategy, or product leadership, with a focus on institutional self-custody solutions.
- A proven track record of scaling institutional offerings, with clear examples of achieving and exceeding revenue targets.
- Experience selling directly to institutional clients, leading GTM efforts, and closing strategic partnerships.
- Strong financial acumen, with the ability to analyze client behavior trends and use data-driven insights to drive business success.
- A high performance mindset, thriving in an execution focused, results driven environment where accountability is key.
- Willingness to roll up your sleeves, pitch the product directly, educate Sales team,s and represent the firm at industry events.
Although not a requirement, bonus points if:
- You were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system. :)
About Anchorage Digital: Who we are
The Anchorage Village, what we call our team, brings together the brightest minds from platform security, financial services, and distributed ledger technology to provide the building blocks that empower institutions to safely participate in the evolving digital asset ecosystem. As a diverse team of more than 300 members, we are united in one common goal: building the future of finance by providing the foundation upon which value moves safely in the new global economy.
Anchorage Digital is committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported, and connected at work—regardless of who you are or where you come from. We value and celebrate our differences and we believe being open about who we are allows us to do the best work of our lives.
Anchorage Digital is an Equal Opportunity Employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. Anchorage Digital considers qualified applicants regardless of criminal histories, consistent with other legal requirements. “Anchorage Digital” refers to services that are offered either through Anchorage Digital Bank National Association, an OCC-chartered national trust bank, or Anchorage Lending CA, LLC a finance lender licensed by the California Department of Financial Protection and Innovation, License No. 60DBO-11976, or Anchorage Digital Singapore Pte Ltd, a Singapore private limited company, all wholly-owned subsidiaries of Anchor Labs, Inc., a Delaware corporation.
Protecting your privacy rights is important to Anchorage Digital, and we work to maintain the trust and confidence of our clients when handling personal or financial information. Please see our privacy policy notices here.
