Director, Business Development, DMI Funds

Digital Markets Infrastructure (DMI) is an ambitious programme to enable the use of blockchain architecture for financial infrastructure. The initiative is focused on the tokenization, trading, and settlement of financial instruments as digital assets, with initial efforts specifically targeting the transformation of alternative investments in private markets.

This is a unique opportunity to join an innovative, intellectually exciting project backed by the influential reach of London Stock Exchange Group (LSEG)!

We are seeking an experienced Director of Sales & Business Development to support the business’ go-to-market activities, including client engagement, targeted sales activities and general support of the programme’s commercial strategy in the U.S. market. The programme is highly interdependent with continuous interaction between Proposition Development, Product Delivery, Operations, Technology and Regulation. Candidates with sales or business development experience in private markets or alternative investments, targeting institutional clients are highly desirable.

In this role, you will work closely with the Head of Funds - Digital Markets Infrastructure, engaging with prospective clients and internal teams to communicate the value that digital assets can unlock for existing and future workflows in private asset markets, providing business context to client requirements, refining DMI platform features and functionality to meet client needs, and supporting the implementation of asset-, chain-, and jurisdiction-agnostic digital asset infrastructure.

Role responsibilities:

• Identify target clients and business development opportunities for LSEG’s Digital Markets Infrastructure in private markets

• Lead or support client business development activities for priority clients, including attending client meetings, events and conferences

• Collaborate with LSEG strategic account teams to improve DMI team awareness of client needs and find opportunities 

• Document and communicate client insights, feature requests and requirements for use by internal collaborators, supporting product delivery

• Identify and document opportunities for DMI to offer differentiated capabilities and add value to individual clients or the wider industry

• Capture all client interactions in sales engagement tools, including but not limited to Salesforce

• Prepare detailed tracking & status reporting of business development / sales conversations with candidate clients

• Validate proposed product features with clients to confirm product-market fit

• Collaborate with product delivery and engineering teams to support the build of innovative technology to support our product strategy, ensuring delivery teams have clear understanding of clients’ requirements

Essential experience and skills required:

• Significant sales or business development experience targeting institutional or wealth management clients in asset management, with a preference for private markets or alternative investments

• Experience driving client engagement and outreach for asset management or financial market infrastructure organisations

• Well‑suited to an entrepreneurial individual with the capability and motivation to establish and expand the LSEG DMI business in the US market, applying an existing professional network to cultivate a robust pipeline of prospective clients.

• Validated experience in a product-focused role for digital asset solutions or services in the fintech or financial services industry

• Flexibility to support changing requirements, circumstances, and project dynamics, including absorbing tactical modifications that ultimately support the strategic objective

• Detailed knowledge of asset workflows and services, both traditional and digital, with knowledge of public and private markets workflows

• Appreciation of digital assets, including tokenized securities, stablecoins and cryptocurrencies is advantageous

• Appreciation of blockchain technology and its application in an operational business environment is advantageous

• Strong intellectual capability and ability to influence key project collaborators

• Superb interpersonal skills; able to articulate ideas to internal and external audiences across all levels of seniority

Licensing Expectations:

This role requires the successful candidate to hold, or be willing and able to obtain within the required regulatory timeframe, the following U.S. securities licences to support regulated sales activity, client engagement, and supervisory responsibilities within our U.S. broker‑dealer framework: