Remote - EMEA, European Union, Remote - United States
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Who We Are:
Alpaca is a US-headquartered self-clearing broker-dealer and brokerage infrastructure for stocks, ETFs, options, crypto, fixed income, 24/5 trading, and more. Our recent Series C funding round brought our total investment to over $170 million, fueling our ambitious vision.
Amongst our subsidiaries, Alpaca is a licensed financial services company, serving hundreds of financial institutions across 40 countries with our institutional-grade APIs. This includes broker-dealers, investment advisors, wealth managers, hedge funds, and crypto exchanges, totalling over 6 million brokerage accounts.
Our global team is a diverse group of experienced engineers, traders, and brokerage professionals who are working to achieve our mission of
opening financial services to everyone on the planet. We're deeply committed to open-source contributions and fostering a vibrant community, continuously enhancing our award-winning, developer-friendly API and the robust infrastructure behind it.
Alpaca is proudly backed by top-tier global investors, including Portage Ventures, Spark Capital, Tribe Capital, Social Leverage, Horizons Ventures, Unbound, SBI Group, Derayah Financial, Elefund, and Y Combinator.
Our Team Members
We're a dynamic team of 230+ globally distributed members who thrive working from our favorite places around the world, with teammates spanning the USA, Canada, Japan, Hungary, Nigeria, Brazil, the UK, and beyond! We're searching for passionate individuals eager to contribute to Alpaca's rapid growth. If you align with our core values—Stay Curious, Have Empathy, and Be Accountable—and are ready to make a significant impact, we encourage you to apply.
About the Role
We are seeking a highly motivated, well-connected
Director of Institutional Sales
to lead Alpaca's expansion across professional and institutional trading segments. This role is ideal for someone with a
proven book of business or deep relationships across hedge funds, proprietary trading firms, family offices, and high-net-worth traders .
You will be responsible for building and scaling Alpaca's institutional revenue base — driving adoption of our API brokerage, clearing, and global multi-asset infrastructure. You'll leverage your existing network to accelerate growth while also developing new channels through strategic partnerships, events, and data-driven outreach.
This is a high-impact, quota-carrying role in a fast-paced environment that demands ownership, market knowledge, and strong relationship management.
Key Responsibilities
Pipeline Origination & Relationship Expansion:
Develop and grow a qualified pipeline of institutional and professional trading clients through existing relationships, conferences, and industry networks.
Full-Cycle Institutional Sales Ownership:
Lead all stages of the sales cycle — prospecting, qualification, consultation, proposal, negotiation, and closing.
Revenue & AUM Growth:
Drive measurable increases in transaction volume, assets under management, and fee-based revenue across global markets.
Market Expertise & Consultative Selling:
Translate deep understanding of trading technology, API integration, and market microstructure into tailored value propositions for each client type.
Strategic Partnership Building:
Collaborate with fintechs, brokers, and trading platforms seeking to embed Alpaca's infrastructure into their stack.
Cross-Functional Leadership:
Partner with Marketing, Product, and Customer Success teams to refine institutional go-to-market strategy and ensure seamless onboarding.
Data-Driven Insights & Reporting:
Maintain accurate forecasts, pipeline health metrics, and CRM hygiene; regularly report performance insights to leadership.
Who You Are (Must-Haves)
7+ years of institutional or professional trading sales experience, preferably at a
prime broker, agency broker, clearing firm, or fintech infrastructure provider .
Existing book of business or established relationships
within hedge funds, proprietary trading groups, RIAs, family offices, or HNW traders.
Demonstrated track record of
exceeding quotas
and closing complex B2B or institutional deals.
Strong understanding of
trading workflows ,
APIs ,
market structure, and
multi-asset execution
(equities, options, and digital assets).
Confident communicator capable of engaging C-level executives, fund managers, and tech decision-makers.
Entrepreneurial, strategic, and comfortable selling in
unstructured, early-stage environments .
Nice-to-Haves
Experience selling
brokerage or clearing infrastructure, OEMS, FIX/API connectivity, or market data services.
Knowledge of
broker-dealer regulations
(FINRA, NFA).
Bachelor's degree in Finance, Economics, or a related discipline.
Startup mindset — thrives in a
fast-paced, high-growth
and global environment.
What Success Looks Like
Within 90 days: Establish key prospecting cadence, identify high-conversion opportunities from your existing network, and close first strategic accounts.
Within 6 months: Drive consistent revenue from institutional clients, expand trading volume, and influence Alpaca's institutional GTM strategy.
Within 12 months: Build a sustainable institutional portfolio contributing to Alpaca's global market leadership in API-driven brokerage infrastructure.
How We Take Care of You
Competitive Salary & Stock Options
New Hire Home-Office Setup: One-time USD $500
Monthly Stipend: USD $150 per month via a Brex Card
Alpaca is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce.
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