Sales Director, OTC

Role Overview

Sales Director, OTC at Ripple, based in 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 institutional pipeline from day one.

Company Overview

Ripple is building a world where value moves like information does today. Through crypto solutions for financial institutions, businesses, governments and developers, Ripple is improving the global financial system and creating greater economic fairness and opportunity. The company operates at the intersection of crypto innovation and institutional finance.

Role Purpose

Expand Ripple's OTC liquidity business in the Middle East by sourcing, qualifying, and closing OTC deals across spot, derivatives, and digital asset liquidity products. This role operates at the intersection of Ripple's trading desk and growing roster of financial institution clients, requiring someone who knows the right institutional desks and can establish meetings and relationships from day one.

Key Responsibilities

Pipeline Development

• 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.
• Build and own the regional OTC pipeline.

Trading Desk Coordination

• 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 ground intelligence.
• Coordinate with trading, risk, compliance, and onboarding to ensure clean execution and seamless client experience from first trade to embedded relationship.

Market Positioning

• 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.

Qualifications & Experience

• 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 — understanding 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.
• Demonstrated track record of owning a revenue number and delivering against it in a competitive, relationship-driven market.
• 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.

Skills & Competencies

• Self-starter with the commercial instinct and discipline to build a territory from scratch; comfortable spending significant time on the road and in client offices.
• Strong understanding of OTC market mechanics, FX settlement workflows, and digital asset liquidity dynamics.
• Excellent communicator at the C-suite and desk level; able to run both a high-level strategic conversation and a precise trade discussion with confidence.
• Collaborative by default — operates best when sales and the internal desk function as a single client-facing unit.

Additional Information

Work Environment

• In-office collaboration for moments that matter is important to our culture; managers and teams have flexibility to decide which 10+ days a month they come in.
• Frequent in-person engagement with clients across the Middle East is expected and valued.
• Bi-weekly all-company meeting with business updates and discussion with Leadership Team.
• Team offsites, team bonding activities, and happy hours.

Compensation & Benefits

• Competitive salary, bonuses, and equity.
• Competitive benefits covering physical and mental healthcare, retirement, family forming, and family support.
• Employee giving match.
• Mobile phone stipend.
• R&R days to rest and recharge.
• 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.
• Catered lunches, fully-stocked kitchens with premium snacks and beverages, and plenty of fun events.
• Professional development budget to support learning.
• Benefits listed above are for full-time employees.

Equal Opportunity

• Ripple is an Equal Opportunity Employer committed to building a diverse and inclusive team. Ripple does not discriminate against qualified employees or applicants because of race, color, religion, gender identity, sex, sexual identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, military status, or any other characteristic protected by local law or ordinance.