Sales Director, OTC

As Sales Director, OTC at Ripple, you lead the expansion of Ripple's OTC liquidity business in the Middle East. This is a high-ownership, quota-carrying role for a commercially driven professional with deep knowledge of the Middle East institutional FX and digital asset ecosystem, an existing network, and the ability to build an institutional pipeline from day one. You operate at the intersection of Ripple's trading desk and its financial institution clients, sourcing, qualifying, and closing OTC deals across spot, derivatives, and digital asset liquidity products.

What you'll do

• Originate and develop relationships with institutional clients across FX desks, treasury operations, crypto-native firms, and digital asset funds in the Middle East.
• Drive the full sales cycle from initial outreach through term sheet negotiation and close, meeting and exceeding quarterly booking targets.
• Develop high-impact account plans that prioritise the highest-value counterparts and convert top-of-funnel interest into active trading relationships.
• Serve as the primary interface between external clients and Ripple's internal OTC desk, translating client needs into executable trades and ensuring pricing, flow, and post-trade communication meet institutional standards.
• Feed real-time market colour and client feedback to the desk; help shape the product and pricing offering based on what you hear on the ground.
• Coordinate with trading, risk, compliance, and onboarding to ensure clean execution and seamless client experience from first trade to embedded relationship.
• Act as a subject-matter expert on Ripple's liquidity products — spot, options, and stablecoin settlement — and translate technical advantages into clear commercial value for treasury and trading counterparts.
• Represent Ripple at industry events, desk visits, and market forums across the Middle East; frequent in-person engagement is expected and valued.
• Maintain accurate pipeline forecasting and CRM hygiene, providing reliable visibility into deal flow and client status.

What you bring

• 8+ years in an institutional sales or trading-adjacent role, with meaningful time spent at an FX broker, a tier-1 or tier-2 bank's FX/EM desk, or a well-regarded crypto liquidity provider or exchange.
• Direct experience working alongside or interfacing with an institutional trading desk — you understand how a desk operates, what it needs from sales, and how to close the loop between a client ask and an executable price.
• A well-developed network of active relationships across institutional FX desks, digital asset treasury teams, and crypto-native funds in the Middle East, including banks, financial institutions, regional exchanges, and crypto-native trading firms.
• A demonstrated track record of owning a revenue number and delivering against it in a competitive, relationship-driven market.
• The commercial instinct and discipline to build a territory from scratch; comfort spending significant time on the road and in client offices.
• A strong understanding of OTC market mechanics, FX settlement workflows, and digital asset liquidity dynamics.
• Excellent communication skills at the C-suite and desk level; ability to run both a high-level strategic conversation and a precise trade discussion with confidence.
• A collaborative approach — this role works best when sales and the internal desk operate as a single client-facing unit.

Nice to have

• Experience at a reputable crypto exchange or institutional digital asset firm in a revenue-generating capacity.
• Familiarity with blockchain-enabled settlement, stablecoin liquidity, or cross-border payment rails.

What we offer

• Competitive salary, bonuses, and equity.
• Competitive benefits covering physical and mental healthcare, retirement, family forming, and family support.
• Professional development budget to support learning and growth.
• Rest and recharge (R&R) days.
• Generous wellness reimbursement and weekly onsite and virtual programming.
• Generous vacation policy — work with your manager to take time off when you need it.
• Industry-leading parental leave policies and family planning benefits.
• Employee giving match.
• Mobile phone stipend.
• In-office collaboration flexibility — work with your manager to spend 10+ days per month in the office.
• Catered lunches, fully-stocked kitchens with premium snacks and beverages, and regular team events.

About Ripple

Ripple builds crypto solutions for financial institutions, businesses, governments, and developers to improve the global financial system. The company operates a trading desk and serves an expanding roster of institutional clients globally.