Regional Head - Client Coverage Group
Position Overview
The Regional Head is the executive leader responsible for the end-to-end performance and operational delivery of the Client Coverage Group (CCG) within a designated geographical region. This role has direct managerial oversight of the regional Sales, Relationship Management (RM), and Customer Success (CS) teams.
Reporting directly to the Head of Global RM and working as a strategic peer to the Manager, Commercial Operations & Strategy, the Regional Head’s primary mandate is to translate the 'Sales Strategy 2026' into on-the-ground execution, driving measurable growth, rigorous client management, and process adherence across the full client lifecycle.
Key Responsibilities:
Strategic Execution & Growth Delivery
P&L Accountability: Manage the regional budget and be fully accountable for delivering the region’s targets for Total Annualised USD Revenue and net client acquisition as defined by the Client Coverage Group’s strategic roadmap.
Target Market Penetration: Lead regional teams to focus resources on the identified Narrow TAM (Target Addressable Market) specifically high-net-worth Retail clients ensuring penetration strategies maximize profitability per client.
Performance Management: Drive a high-performance culture by setting, monitoring, and enforcing regional KPIs and KRIs for all three functions (Sales quota, RM retention/upsell targets, and CS response/resolution times).
Strategic Partnership: Collaborate closely with the Global Head and the Business Operations Manager to implement standardized SOPs, onboarding workflows, and centralized reporting dashboards within the region.
Team Leadership & Management
Direct Management: Directly manage and coach regional leaders across Sales, Relationship Management, and Customer Success, ensuring continuous development and consistent quality of client interaction.
Process Enforcement: Ensure 100% regional adoption and compliance with the clear RACI (Roles, Accountabilities, Consulted, Informed) matrix established by the Business Operations Manager, eliminating ambiguity around client ownership (Sales vs. RM vs. CS).
Workforce Planning: Work with the Head of Global RM and People Team to forecast and staff the regional team based on market opportunity and projected client volume.
Operational Rigor & Risk Mitigation
Client Onboarding: Own the regional delivery of the institutional client onboarding pipeline, ensuring efficiency, compliance integrity, and speed are maximized while liaising with Legal and Compliance partners.
Client Health & Risk: Monitor client health metrics, managing regional risks related to high-profile client exits and ensuring adherence to regulatory contact requirements.
Key Deliverables and Success Metrics
Success will be measured by delivering against the strategic goals of the Sales Strategy 2026 document:
Revenue Growth: Achieve the regional Total Annualised USD Revenue target for the region.
Client Segmentation: Achieve target growth in the > $1k Clients segment (as defined by the Retail Platform data in the strategy report).
Operational Adoption: Achieve 100% adoption of new CCG SOPs and KPIs/KRIs within the regional teams.
Client Retention: Achieve target annual retention rate for high-value clients within the region.
Required Skills & Experience
7+ years of progressive experience managing multi-disciplinary client-facing teams (Sales, Account Management, Support) within a fast-paced or regulated financial services environment (Fintech, Banking, Wealth Management).
Proven success managing a P&L or revenue target for a specific geographical region.
Deep understanding of institutional client onboarding processes and the regulatory requirements (KYC/AML) of a global bank.
Change Leadership: Demonstrated ability to drive operational change and mandate process adoption across a seasoned sales and relationship team.
Exceptional leadership, coaching, and conflict resolution skills.
Previous experience in crypto or a strong personal interest and knowledge is highly beneficial.
Other requirements
A dedicated workspace.
A reliable internet connection with the fastest speed possible in your area.
Devices and other essential equipment that meet minimal technical specifications.
Alignment with Our Values and the Xapo Values-Driven Leadership principles.
Regional Head - Client Coverage Group
Position Overview
The Regional Head is the executive leader responsible for the end-to-end performance and operational delivery of the Client Coverage Group (CCG) within a designated geographical region. This role has direct managerial oversight of the regional Sales, Relationship Management (RM), and Customer Success (CS) teams.
Reporting directly to the Head of Global RM and working as a strategic peer to the Manager, Commercial Operations & Strategy, the Regional Head’s primary mandate is to translate the 'Sales Strategy 2026' into on-the-ground execution, driving measurable growth, rigorous client management, and process adherence across the full client lifecycle.
Key Responsibilities:
Strategic Execution & Growth Delivery
P&L Accountability: Manage the regional budget and be fully accountable for delivering the region’s targets for Total Annualised USD Revenue and net client acquisition as defined by the Client Coverage Group’s strategic roadmap.
Target Market Penetration: Lead regional teams to focus resources on the identified Narrow TAM (Target Addressable Market) specifically high-net-worth Retail clients ensuring penetration strategies maximize profitability per client.
Performance Management: Drive a high-performance culture by setting, monitoring, and enforcing regional KPIs and KRIs for all three functions (Sales quota, RM retention/upsell targets, and CS response/resolution times).
Strategic Partnership: Collaborate closely with the Global Head and the Business Operations Manager to implement standardized SOPs, onboarding workflows, and centralized reporting dashboards within the region.
Team Leadership & Management
Direct Management: Directly manage and coach regional leaders across Sales, Relationship Management, and Customer Success, ensuring continuous development and consistent quality of client interaction.
Process Enforcement: Ensure 100% regional adoption and compliance with the clear RACI (Roles, Accountabilities, Consulted, Informed) matrix established by the Business Operations Manager, eliminating ambiguity around client ownership (Sales vs. RM vs. CS).
Workforce Planning: Work with the Head of Global RM and People Team to forecast and staff the regional team based on market opportunity and projected client volume.
Operational Rigor & Risk Mitigation
Client Onboarding: Own the regional delivery of the institutional client onboarding pipeline, ensuring efficiency, compliance integrity, and speed are maximized while liaising with Legal and Compliance partners.
Client Health & Risk: Monitor client health metrics, managing regional risks related to high-profile client exits and ensuring adherence to regulatory contact requirements.
Key Deliverables and Success Metrics
Success will be measured by delivering against the strategic goals of the Sales Strategy 2026 document:
Revenue Growth: Achieve the regional Total Annualised USD Revenue target for the region.
Client Segmentation: Achieve target growth in the > $1k Clients segment (as defined by the Retail Platform data in the strategy report).
Operational Adoption: Achieve 100% adoption of new CCG SOPs and KPIs/KRIs within the regional teams.
Client Retention: Achieve target annual retention rate for high-value clients within the region.
Required Skills & Experience
7+ years of progressive experience managing multi-disciplinary client-facing teams (Sales, Account Management, Support) within a fast-paced or regulated financial services environment (Fintech, Banking, Wealth Management).
Proven success managing a P&L or revenue target for a specific geographical region.
Deep understanding of institutional client onboarding processes and the regulatory requirements (KYC/AML) of a global bank.
Change Leadership: Demonstrated ability to drive operational change and mandate process adoption across a seasoned sales and relationship team.
Exceptional leadership, coaching, and conflict resolution skills.
Previous experience in crypto or a strong personal interest and knowledge is highly beneficial.
Other requirements
A dedicated workspace.
A reliable internet connection with the fastest speed possible in your area.
Devices and other essential equipment that meet minimal technical specifications.
Alignment with Our Values and the Xapo Values-Driven Leadership principles.