Director Institutional Sales

Role Overview:

The Institutional Sales Head will lead the institutional business by expanding relationships with mutual funds, insurance companies, banks, FPIs/FIIs, pension funds, and other large institutional investors. This role requires strong market knowledge, leadership capabilities, and a proven track record of revenue generation. The candidate will drive client acquisition, strategic growth, and team performance while ensuring exceptional service delivery and continuous business expansion.

Key Responsibilities:

1. Client Acquisition & Relationship Management

• Manage and grow relationships with portfolio managers, fund managers, analysts, traders, and institutional decision-makers.
• Acquire new institutional clients and enhance revenue share from existing ones.
• Deliver timely research inputs, investment ideas, and actionable market strategies.
• Conduct regular client meetings to understand needs and customize offerings.

2. Business Development & Strategic Growth

• Design and execute business strategies to increase market share, revenue, and client votes/rankings.
• Identify opportunities for bulk/block deals and high-impact transactions.
• Lead empanelment processes with new institutional clients.
• Represent the firm at industry events, conferences, and corporate meetings.

3. Market Analysis & Research Coordination

• Analyze markets using charts, volumes, gross deliverables, and other technical/fundamental indicators.
• Work closely with the research team to push ideas, trading strategies, and sector insights.
• Arrange expert calls, corporate access, and thematic conferences for clients.

4. Team Leadership & Operations

• Lead, mentor, and train the institutional sales/dealing team to enhance productivity.
• Set performance goals and ensure consistent execution standards.
• Maintain high-quality service levels through best practices in account management.

5. Compliance, Reporting & Portfolio Management

• Ensure compliance with regulatory standards and internal processes.
• Track trading activity, revenue contribution, and performance metrics.
• Maintain oversight of client portfolios (where applicable).

Required Skills & Competencies:

• Strong understanding of equity markets and institutional investor behaviour.
• Proven leadership, relationship-building, and negotiation skills.
• Excellent communication, market analysis, and decision-making abilities.
• Ability to integrate research-driven strategies into client engagement.
• Strong time management and coaching abilities.

Preferred:

• Experience dealing with FPIs/FIIs, PMS, AIFs, ETFs.
• Background in research or investment strategy.
• Familiarity with electronic trading platforms and algo tools.

Qualifications:

• Postgraduate degree in Finance, Business, or related field (MBA/CA/CFA preferred).
• 10–18 years of relevant institutional sales experience with strong relationships across major fund houses, insurers, banks, and FIIs/FPIs.

Why You'll Love Working Here

We're a team that hustles—plain and simple. But we also believe life outside work matters. No cubicles, no suits—just great people doing great work in a space built for comfort and creativity.

Here's what we offer:

Competitive salary
– Get paid what you're worth.

Generous paid time off
– Recharge and come back sharper.

Work with the best
– Collaborate with top-tier global talent.

Adventure together
– Annual offsites (mostly outside India) and regular team outings.

Performance rewards
– Multiple bonuses for those who go above and beyond.

Health covered
– Comprehensive insurance so you're always protected.

Fun, not just work
– On-site sports, games, and a lively workspace.

Learn and lead
– Regular knowledge-sharing sessions led by your peers.

Annual Education Allowance
– Take any external course, or certification that makes you better at your craft.

Stay fit
– Gym memberships with equal employer contribution to keep you at your best.

Relocation support
– Smooth move? We've got your back.

Friendly competition
– Work challenges and extracurricular contests to keep things exciting.