Head of Originations - Institutional Sales and Trading

Head of Originations - Institutional Sales and Trading

The Head of Originations leads the deal origination and client acquisition efforts within the institutional sales & trading (S&T) desk of a CIRO-regulated Canadian investment dealer (Category 1 or 2 dealer member). This senior front‑office role focuses on generating new trading flow, block trades, capital markets transactions, and structured product opportunities from institutional clients (e.g., pension funds, asset managers, hedge funds, insurance companies, corporates, and sovereigns).

Unlike traditional investment banking origination (which centers on M&A or capital raises), this role emphasizes origination of trade ideas, executable flow and Financings in fixed income, equities, derivatives, FX, or rates, while ensuring full compliance with CIRO's Dealer Member Rules (IDPC Rules), Universal Market Integrity Rules (UMIR), and provincial securities legislation.

The position reports to the Head of Institutional Sales & Trading or the Chief Executive Officer/Head of Capital Markets and involves close collaboration with trading, research, capital markets, syndication, compliance, and risk teams.

• Work with a team of institutional sales and sales‑traders in proactively identifying and originating high‑value trading opportunities, including block trades, program trades, new issue allocations, structured solutions, and risk transfers.
• Build and maintain deep relationships with senior decision‑makers (portfolio managers, CIOs, traders) at Canadian and international institutional accounts to drive incremental flow and wallet share.
• Develop and execute a strategic origination plan targeting under‑penetrated clients, sectors, or products to grow the desk's revenue and market share.
• Collaborate with research, economics, and strategy teams to create differentiated, actionable trade ideas and content that position the firm as a preferred counter party.
• Oversee pitch creation and delivery for new business mandates, including RFPs, and prime brokerage/custody onboarding.
• Ensure all origination activities prioritize best execution, fair allocation, and transparency in line with CIRO suitability, KYC, conflicts of interest, and order‑handling requirements.
• Monitor desk P&L attribution from originated flow; set and track revenue targets for the origination team.
• Mentor and develop junior sales/trading staff; foster a high‑performance, compliant culture.
• Represent the firm at industry events, client roadshows, and regulatory forums; stay abreast of market structure changes (e.g., CIRO rule updates, UMIR amendments).

• 5-10+ years of progressive experience in institutional sales & trading at a CIRO/IIROC‑regulated dealer (prior IIROC experience accepted).
• Proven track record of originating and closing significant institutional flow/revenue (multi‑million CAD annual contribution).
• Deep product expertise in one or more asset classes (e.g., Canadian equities, government/corporate bonds, listed derivatives, OTC products).
• Strong existing network of Canadian institutional buy‑side relationships essential.
• Registrations (mandatory under CIRO rules):
• Registered Representative (RR) or Supervisory approval as Institutional Sales.
• Canadian Securities Course (CSC), Conduct & Practices Handbook (CPH), Derivatives Fundamentals Course (DFC)/Options Licensing (as required), and Wealth Management Essentials (WME) or equivalent.
• Executive or Supervisor registration if managing registered individuals.
• University degree (preferably in finance, economics, or business); CFA, CIM, or other designations are strong assets.
• Clean regulatory history (no UDF/disciplinary issues); ability to pass enhanced CIRO background checks.

Director

Full‑time

Finance and Sales