Director, Liquidity and Financing Sales Lead

Role Overview

This role is located in New York. We are seeking a senior, results‑driven sales professional to accelerate growth across BNY’s Liquidity and Margin solutions, focusing on business development across various client communities including Alternatives, Asset Owners, Insurance Companies, Corporates, Banks, and Broker Dealers. The role spans new business development and expansion within existing accounts, partnering cross‑functionally to deliver measurable outcomes.

• Origination and Segment Growth
  • Build and execute segment strategies tailored to buy side, asset owners, and sell side accounts.
  • Develop senior relationships and influence decision‑makers across CIO, Treasury, Risk, Operations, and Trading.
  • Maintain a disciplined, data‑driven pipeline; ensure stage progression and forecast accuracy.
• Consultative Solutioning
  • Diagnose client needs in liquidity optimization, short‑term investing, margin and triparty collateral services.
  • Tailor value propositions by segment.
  • Lead solution design with product, risk, legal, and operations; manage RFPs/RFIs and due diligence.
• Deal Execution and Commercials
  • Negotiate pricing, terms, and contracts aligned to segment economics and risk/return objectives.
  • Close complex, multi‑stakeholder deals and transition seamlessly to onboarding and client success.
• Account Growth and Partnerships
  • Create account plans with clear growth levers: cross‑sell, upsell, adoption, and product penetration within each segment.
  • Partner with relationship management, product, marketing, and service teams to deliver consistent client experience.
• Market Intelligence and Advocacy
  • Track competitive dynamics, regulatory drivers, and market structure nuances across client base.
  • Provide structured feedback to product teams; contribute to thought leadership and client events.
• Discipline and Reporting
  • Maintain accurate CRM hygiene and sales reporting.
  • Meet and exceed activity, stage conversion, and revenue targets with strong forecast discipline.

• 10–12+ years of institutional sales experience in capital markets, financing, repo, UST central clearing, or collateral/margin solutions, with proven success selling to buy side, asset owners, and sell side.
• Track record of originating, structuring, and closing complex, multi‑party deals with senior stakeholders and C‑suite.
• Deep understanding of liquidity management, short‑term investment products, margin requirements, collateral operations, financing markets, and infrastructure.
• Strong commercial acumen (pricing, P&L drivers, risk/return), executive presence, and negotiation skills.
• Excellent communication and presentation abilities; adept at simplifying complexity and influencing outcomes.
• Comfortable operating in a matrix organization; collaborative, accountable, and data‑driven.
• Bachelor’s degree required; advanced degree or relevant certifications a plus.

• Client obsession and consultative selling
• Segment strategy (buy side, asset owners, sell side)
• Strategic account planning and territory management
• Deal qualification, stage discipline, and forecast accuracy
• Executive communication and stakeholder influence
• Cross‑functional collaboration and program management
• Market insight and competitive positioning

• New revenue and contribution margin by segment
• Pipeline growth, stage conversion, win rates, and sales cycle time
• Product penetration and cross‑sell/upsell across target accounts
• Forecast accuracy and client satisfaction/retention indicators

BNY offers highly competitive compensation, benefits, and wellbeing programs. The base salary for this position is expected to be between $127,000 and $281,000 per year at the commencement of employment. Additional compensation may include commission earnings, discretionary bonuses, short‑ and long‑term incentive packages, and company‑sponsored benefit programs. The position is at‑will and the company reserves the right to modify any compensation component at any time.

BNY is an Equal Employment Opportunity/Affirmative Action Employer – Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.