Relationship Manager - Sales

Position overview

The Relationship Manager will be responsible for driving business growth through the acquisition of high-quality leads. This includes High-Net-Worth (HNW) individuals seeking Personal Accounts and Institutional clients interested in Institutional Accounts. A key responsibility will be to seamlessly transition qualified leads to the Account Management team for efficient onboarding. This role requires someone who is open and available to travel, whether it's attending regional events to represent Xapo or meeting clients in person to strengthen relationships. The primary objective is to expand Xapo's client base while consistently prioritizing an exceptional customer experience.

Responsibilities

Lead Generation and Qualification:

• Identify and cultivate new business opportunities through various channels, including networking, referrals, industry events, and strategic outreach.

• Qualify leads to ensure alignment with the company's target client profiles (e.g., HNW individuals, institutional clients).

Client Acquisition:

• Introduce qualified leads to the relevant internal teams (e.g., Account Management) for a seamless onboarding process.

• Act as the primary point of contact during the initial stages of the client journey, ensuring a positive first impression.

• Proactively engage with clients to understand their needs, challenges, and goals.

• Be an expert in the products Xapo offers, providing product demonstrations to prospects and customers.

• Take all measures, and go above and beyond, to ensure clients' needs are met, whether this is through the onboarding process or when they have become a member.

• Work alongside the team to draw up strategies to increase the customer base.

Market Intelligence and Reporting:

• Stay informed about industry trends, competitor activities, and market conditions.

• Keep up-to-date with advancements in the crypto and traditional finance industries.

• Provide regular reports on lead generation, client acquisition, and other key performance indicators.

• Contribute to the development of sales and relationship management strategies.

Brand Representation and Networking:

• Represent Xapo at regional events, conferences, and industry gatherings.

• Act as a brand ambassador, promoting the company's values and offerings.

• Actively network to expand professional contacts and identify potential clients or partners.

Compliance and Performance:

• Perform tasks in accordance with all regulatory and compliance requirements.

• Achieve your KPIs/targets in alignment with the overall objectives of the team and business.

• Escalate issues that are specific to the region to Product and other partner teams.

Travel:

• Be open and available to travel for attending regional events and meeting clients in person to strengthen relationships and explore new opportunities.

Skills needed

We are seeking a highly motivated professional with a strong background in financial services and a commitment to exceptional client service.

• Fluency in English is essential; proficiency in additional languages is a valuable asset.

• A minimum of 5 years of customer-facing experience in the banking sector, specifically within private banking, private wealth management, investment banking, or commercial banking.

• Demonstrable professional or personal exposure to cryptocurrency markets, indicating a strong understanding and interest in digital assets.

• A proven track record in originating leads and effectively managing existing client relationships within the financial services industry.

• Confidence and expertise in conducting both in-person and online meetings with clients, as well as adeptly handling inquiries from prospects at industry events.

• A consistent history of achieving key performance indicators (KPIs) and targets related to client conversion.

• A robust professional network within the regional financial services sector.

• A solid understanding of traditional fiat payment rails and stablecoins.

Other requirements

• A dedicated workspace.

• A reliable internet connection with the fastest speed possible in your area.

• Alignment with Our Values and the Xapo Values-Driven Leadership principles.