Associate Director - Business Development

About Waystone

Waystone is a leading asset-servicing solutions provider of institutional governance, administration, risk and compliance services to financial institutions. With over 25 years’ experience and a comprehensive range of specialist services to its name, Waystone helps our clients structure, operate and grow through our expertise, innovation and digitisation, backed by the operational scale to support global expansion.

Summary:

Within Waystone, we have a structure to support revenue growth which includes defined roles for New Logo Business Development, Key Account Management, Relationship Management, Inside Sales, and Sales Operations (the "Commercial Team").

This role is an experienced commercial position within the Commercial Team, responsible for developing and executing business development strategies across APAC, generating new revenue opportunities, and expanding relationships across Waystone's service offering. The role plays a key leadership function in originating new business, growing strategic client relationships, and contributing to the overall commercial success of the region.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Business Development & Commercial Origination: Develop and execute business development strategies to drive new revenue opportunities across target markets and client segments. Leverage industry networks, strategic partnerships, referrals, and market intelligence to originate and qualify opportunities across Waystone's full suite of services.

• Pipeline Leadership & Opportunity Management: Build, maintain, and manage a robust pipeline of opportunities within Salesforce. Monitor pipeline health, provide accurate forecasting, and proactively prioritize opportunities to achieve commercial objectives and revenue targets.

• Commercial Ownership & Revenue Delivery: Lead opportunities through the full sales lifecycle from origination and qualification through to proposal, negotiation, conversion, and onboarding. Work collaboratively with business units and subject matter experts to develop client solutions and deliver successful commercial outcomes.

• Strategic Relationship Management & Account Growth: Establish and maintain trusted relationships with clients, prospects, intermediaries, legal counsel, consultants, and other industry stakeholders. Identify and drive cross-sell, upsell, and strategic account expansion opportunities while supporting long-term client growth and retention.

• Market Development & Industry Engagement: Represent Waystone at industry conferences, seminars, networking events, and client meetings to strengthen the firm's market presence, enhance brand awareness, and generate new business opportunities. Maintain awareness of industry trends, regulatory developments, and competitive activity to support commercial strategy.

• Strategic Contribution & Go-to-Market Initiatives: Contribute to regional business development strategy, target account planning, and market penetration initiatives. Provide insights on client demand, market trends, and competitive positioning to support the development of commercial campaigns, partnership opportunities, and go-to-market programmes.

• Collaboration & Commercial Leadership: Partner with relationship managers, service delivery teams, and senior stakeholders across the business to promote collaboration, improve commercial effectiveness, and support the achievement of regional growth objectives. Act as a role model within the Commercial Team by sharing market knowledge and supporting the development of junior colleagues where appropriate.

REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Experience:

• Sales and Commercial Experience: 7-10 years’ experience in sales within the financial services industry, asset management, investment funds, or related industries, with a demonstrated track record of originating new business opportunities, developing strategic client relationships, and delivering revenue growth.
• Language: Fluent in Mandarin Chinese and English, with strong written and verbal communication skills. Additional Asian language capabilities would be advantageous.
• Commercial Acumen & Negotiation Skills: Proven ability to manage complex sales cycles, develop tailored commercial solutions, and lead negotiations with senior stakeholders. Strong presentation, influencing, and communication skills with the ability to engage confidently with clients, intermediaries, and industry partners.

• Industry Knowledge: Good understanding of the finance or asset management industry, including market trends, regulatory environment, and competitive landscape, is crucial for effectively positioning Waystone's services and staying ahead in the market.
  

• Relationship Management: Demonstrated ability to establish, develop, and maintain trusted relationships with clients, prospects, professional intermediaries, and key industry stakeholders. Ability to identify and cultivate strategic opportunities that contribute to long-term account growth and client retention.

• Strategic Thinking & Market Insight: Ability to identify emerging market opportunities, assess competitive dynamics, and contribute to regional business development strategies and go-to-market initiatives.

• Collaboration & Leadership: Strong ability to work collaboratively across business units, geographies, and functional teams to deliver client solutions and commercial outcomes. Experience mentoring or supporting junior team members is advantageous.

• Ethical Conduct: Upholding high ethical standards in all interactions and consistently reinforcing Waystone's reputation as a trusted partner and industry leader.