Business Development Director (Sales)

Reports to : Chief Commercial Officer
Location : Regionally based in or near the covered market. Current opening: Singapore or Hong Kong (Asia-Pacific). Significant travel (c. 40–50%).
Team : Client Coverage: Sales, Account Managers, Client Desk, Onboarding Support

Zodia Markets is a regulated institutional digital-asset firm backed by Standard Chartered. Our business is stablecoin on- and off-ramping and wholesale cross-border money transfer for institutional clients such as payment firms, exchanges, brokers, liquidity providers and banks. We handle more than USD 3bn of stablecoin volume a month and work from London, Abu Dhabi and Asia.

Fill the funnel with qualified institutional prospects for our stablecoin on/off-ramp and wholesale payment services in the assigned region. The role hunts. It builds and works a target list, runs first discovery and qualification, and hands prospects that will trade to an Account Manager at Gate 1. It does not onboard or manage live clients.

Targeting

• Build and maintain a prioritised target list for the region against the ideal client profile; propose it each quarter for approval
• Research target organisations and map decision-makers across treasury, payments, operations and compliance
• Plan conference and event attendance around the target list, with meetings booked in advance

Outreach and qualification

• Run outbound campaigns and first meetings; establish the use case, corridors, currencies, products and expected volume
• Confirm the Gate 1 tests before handover: a real stablecoin use case, the trading entity named, banking in place for the currencies the client will use, volume at or above the tier minimum, and a named decision-maker
• Carry out an initial permissibility check on the entities and jurisdictions involved using internal guidance; escalate unclear cases (formal screening is done by Compliance)
• Prepare the Gate 1 pack, present it to the Account Manager and arrange the first strategic meeting jointly with them
• Return non-qualified prospects to nurture with a clear reason and a next date

Market intelligence and discipline

• Feed competitor, pricing and demand signals back to the CCO and Product
• Record every prospect, contact, meeting and next step in HubSpot within 24 hours, in line with the stage definitions
• Give indicative terms only. Commercial commitments are made by the Account Manager within the pricing policy

Not part of this role

• Onboarding clients or managing live accounts (Account Managers)
• Daily client service and execution (Client Desk)

How success is measured

• Opportunities accepted at Gate 1, and acceptance rate
• Share of accepted opportunities that go live and trade
• First-12-month revenue from introduced clients
• Coverage of the approved target list
• HubSpot data quality

Experience and knowledge

• 8+ years of institutional business development in payments, FX, transaction banking, digital-asset infrastructure or a comparable B2B financial service
• An established network in the region among payment institutions, EMIs, exchanges, brokers, liquidity providers or banks; for the current opening, across Singapore, Hong Kong and South-East Asia
• Demonstrated account-based prospecting and qualification, with evidence of pipeline built and converted
• Working understanding of stablecoins and cross-border payment flows, and of what makes an institutional prospect permissible and onboardable
• Fluency in English; Mandarin, Cantonese or another regional language is an advantage for the Asia-Pacific opening

Personal attributes

• A self-starting hunter who is energised by new relationships
• Disciplined: qualifies early and says no to prospects that will not trade
• Credible with senior stakeholders; clear and concise
• Collaborative at handover and wants the client to succeed after it

Regulatory and conduct
The role is subject to the firm’s fitness and propriety assessment and to any regulatory approval or certification that applies to it in the relevant entity. The holder is expected to meet the applicable conduct rules and to treat compliance, client-data confidentiality and market conduct as part of the job, not as someone else’s.