Senior Sales Director – Prime Brokerage Technology
Capital Markets Technology
London (Hybrid)
£130,000 – £150,000 base + commission (uncapped) + benefits
This is an enterprise sales role within a global capital markets technology firm that has recently expanded its prime brokerage offering through strategic acquisition.
The business delivers mission‑critical trading and post‑trade infrastructure into sell‑side institutions, with a growing focus on firms building or scaling prime brokerage capabilities.
You’ll take ownership of a high‑value product suite, selling into a defined universe of target clients globally.
The Opportunity
You’ll be responsible for driving revenue across a sophisticated, multi‑component platform covering:
- Prime brokerage infrastructure (cash PB and synthetic exposure)
- Stock borrow and lending workflows
- Margining and collateral optimisation
- Swap lifecycle and reporting capabilities
- Deal sizes typically £1M+ ARR
- 18–24 month sales cycles
- Multi‑stakeholder engagement across front office, risk, operations and technology
You’ll operate with a focused pipeline (c. 5–6 live opportunities) and a structured account planning approach.
What You’ll Be Doing
- Owning and executing complex enterprise sales cycles end‑to‑end
- Building senior relationships across tier 2/3 sell‑side institutions launching or scaling prime brokerage
- Leading deep, consultative discovery across trading, financing, and post‑trade workflows
- Positioning a modular, configurable platform against legacy in‑house builds and fragmented vendor stacks
- Navigating technical buyers (COOs, Heads of Prime, CTOs, Ops/Risk leaders)
- Developing long‑term commercial strategies aligned to multi‑year (typically 5‑year) contracts
What They’re Looking For
- 10–15 years’ experience in capital markets / fintech sales
- Strong understanding of prime brokerage, securities finance, or derivatives infrastructure
- Proven track record closing complex, high‑value enterprise deals (£500k–£1M+)
- Experience selling into sell‑side institutions (non‑tier 1 focus)
- Technical fluency – able to engage credibly on product architecture, workflows, and integration
- Established network across prime services, financing desks, or post‑trade functions
- Background from relevant vendors (e.g. trading, risk, post‑trade, or securities finance platforms) highly advantageous
Why This Role Stands Out
- Defined market, low competition: small, highly targeted TAM
- Genuine product depth: multi‑asset, multi‑workflow platform with real differentiation
- Strategic importance: key growth area following recent acquisition
- Commercial upside: strong deal values + long‑term contracts
- Autonomy: senior ownership without unnecessary layers
Package
- Base salary: £130k – £150k
- Commission: ~8% on first‑year licence revenue
- Long sales cycle support (draw/structure flexibility)
- Full benefits package
Contact
Please contact Ian Bailey at Harrington Starr for full details
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