Institutional Sales & Web3 Partnerships Director

Location: Dubai, UAE – On-site
💼 Employment: Full-time / Permanent
🏦 Industry: Fintech / Digital Assets / Tokenisation / Islamic Finance

About the Role

We are looking for a Senior Manager / Associate Director, Institutional Sales & Web3 Partnerships to help build demand and distribution for tokenised real-world asset (RWA) investment products.

The role covers two key channels:

Traditional Distribution

• GCC family offices
• HNWIs
• Islamic investors
• Private banks and wealth platforms
• Takaful operators
• Awqaf
• Institutional allocators

Web3 Distribution

• Digital asset managers
• Crypto-native funds
• On-chain treasuries
• Regulated exchanges
• OTC desks
• Custodians
• Tokenisation platforms
• Liquidity partners

This is a hands-on, execution-focused commercial role. The successful candidate will be expected to build pipeline, develop investor and partner relationships, support product positioning, and convert conversations into subscriptions, mandates, or commercial partnerships.

Key Responsibilities

• Build and manage a qualified pipeline across GCC investors and Web3 distribution channels.
• Originate conversations with family offices, institutions, digital asset managers, exchanges, OTC desks, custodians, and other strategic partners.
• Support distribution of upcoming funds and a broader tokenised RWA product pipeline.
• Convert introductions into clear next steps, including diligence, term sheets, subscriptions, mandates, and partnership discussions.
• Work with senior leadership and the structuring team on investor materials, product positioning, and go-to-market strategy.
• Maintain strong CRM discipline, including meeting notes, pipeline status, conversion probability, and weekly reporting.
• Provide market feedback on ticket sizes, investor appetite, objections, liquidity expectations, fee structures, and Sharia requirements.
• Represent the company at selected investor meetings, industry events, and partner discussions.

Candidate Profile

We are looking for someone with 8–12 years of experience in areas such as:

• Institutional Sales
• Business Development
• Investor Relations
• Capital Raising
• Private Banking
• Wealth Management
• Fintech
• Digital Assets
• Fund Distribution

You should have active relationships in at least one of the following areas:

• GCC family offices, HNWIs, and private wealth
• Islamic investors, Takaful, Awqaf, or Sharia-sensitive allocators
• Banks, wealth platforms, asset managers, or institutional investors
• Digital asset managers, crypto funds, exchanges, OTC desks, custodians, tokenisation platforms, or on-chain treasuries

We are looking for someone who understands the difference between access and conversion and has a track record of raising capital, growing AUM, generating revenue, originating mandates, or closing commercial partnerships.

Required Experience

• 8–12 years in institutional sales, BD, investor relations, capital raising, private banking, wealth, fintech, or digital assets.
• Proven track record in capital raising, AUM growth, revenue generation, mandate origination, or partnership conversion.
• Strong existing relationships across GCC investors, institutions, or Web3 distribution channels.
• Exposure to at least one of: private credit, real estate funds, structured products, tokenised assets, digital asset custody, exchanges, OTC flows, or fund distribution.
• Familiarity with ADGM, DIFC, DFSA, FSRA, or VARA regulatory environments.
• Strong written communication, follow-up, CRM discipline, and ability to manage multiple active opportunities.

Preferred Experience

• Sharia-aligned investment products, Sukuk, Islamic finance, or ethical investment screening.
• Tokenisation, digital asset custody, exchange listings, OTC liquidity, or on-chain distribution.
• Relationships across UAE, Saudi Arabia, South Asia, or Sub-Saharan Africa.
• Experience in an early-stage company, new product launch, or market-entry role.

What Success Looks Like

First 90 days:

• Map priority investor and Web3 channels.
• Activate relevant existing relationships.
• Build a qualified, live pipeline.
• Support early fund and mandate distribution.

First 6–12 months:

• Generate qualified capital conversations.
• Drive active diligence processes.
• Secure commercial partnerships, subscriptions, or mandates.
• Establish a repeatable distribution playbook.

Competitive fixed compensation.

Performance-linked bonus based on closed AUM, fee revenue, and qualified conversion.

Direct exposure to senior leadership, product strategy, and fund launch.

Opportunity to work at the intersection of Islamic finance, private markets, tokenisation, and Web3.