Job OverviewAs a Sales and Relationship Manager, you will be a growth engine for OSTTRA, responsible for both new market acquisition and the strategic expansion of our existing accounts. This role requires a sophisticated operator who can hunt for new logos while simultaneously navigating complex global institutions to cross-sell and up-sell the full OSTTRA suite. You will own the entire revenue lifecycle-from the initial "cold-to-close" pursuit of new business to the high-level commercial negotiations required to grow existing annual recurring revenue (ARR).
KEY ACCOUNTABILITIES- Dual-Track Revenue Generation: Deliver against high-impact targets by balancing a rigorous new business pipeline with a proactive up-sell strategy for a dedicated portfolio of existing clients.
- New Logo Acquisition: Identify, prospect, and close new business opportunities, successfully displacing competitors and establishing OSTTRA's footprint in new territories or segments.
- Strategic Wallet-Share Expansion: Conduct deep-dive "white space" analysis of existing accounts to identify under-utilized services. Partner with C-suite stakeholders to introduce new asset classes and high-value modules into their current ecosystem.
- Institutional Account Governance: Serve as the "Global Lead" for key accounts, ensuring that as their business scales, their utilization of OSTTRA platforms (volumes and diversity of products) scales accordingly.
- Commercial Negotiation & Retention: Lead complex contract renewals and multi-service negotiations. You will be responsible for protecting existing revenue streams while layering on incremental growth through price and service optimization.
- Cross-Functional Orchestration: Work closely with Product and Marketing to feedback "voice of the customer" insights, ensuring our roadmap supports both the conversion of new logos and the retention of legacy partners.
- Market Thought Leadership: Maintain a sophisticated understanding of the regulatory and competitive landscape (e.g., T+1, UMR, and clearing mandates) to position OSTTRA as the essential solution for both new prospects and long-term clients.
CORE COMPETENCIES- Proven "Hunter & Farmer" Profile: 7-10+ years of experience in a sales role, with a documented history of winning new logos and expanding existing enterprise accounts.
- High-Stakes Negotiation: Mastery in navigating complex legal and commercial frameworks, with the ability to close high-six-figure deals and manage multi-year renewals.
- Post-Trade Expertise: Deep, authoritative knowledge of the post-trade lifecycle, including clearing, settlement, and regulatory reporting across multi-asset classes.
- Executive Presence: Exceptional ability to influence and build "Trusted Advisor" status with COOs, Heads of Trading, and Chief Technology Officers at global Investment Managers.
- Analytical Growth Mindset: Skilled at using CRM data and market trends to build a "White Space" map for accounts-knowing exactly where the next $1M in growth will come from.
- Solution Architecture: A consultative approach to sales; able to deconstruct a prospect's technical pain points and rebuild them into a compelling commercial proposal.
- Self-Driven & Collaborative: A high-energy closer who can work independently to hit a personal quota while collaborating with global product specialists to deliver unified client solutions
Location: New York, USA
Salary Range: 150,000 - 200,000 USD annual gross salary
Our benefits include: - Health & Wellness: Health care coverage designed for the mind and body.
- Flexible Downtime: Generous time off helps keep you energized for your time on.
- Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
- Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
- Family Friendly Perks: It's not just about you. OSTTRA has perks for your partners and little ones, too, with some
- best-in class benefits for families.
