GTM Lead,Banks and FIs- United States

Description

At Utila, we build the enterprise-grade platform that more than 300 global institutions run their digital asset operations on. Our technology secures $25B+ in monthly transaction volume and has protected over $200B to date. We’re backed by $50M in funding, and our customer base is growing fast.

The systems we build are mission-critical, so we hold them to the highest standard: precise, secure, and reliable. If you want to own hard problems end to end, work alongside people who raise the bar, and leave your mark on the future of financial technology, you’ll feel at home here.

How we work
At Utila, we believe in extreme ownership. It’s our philosophy and mindset, how we operate. We Own It.
From an idea, problem, or opportunity to the final product. We have the autonomy to make decisions, challenge what can be better, and the responsibility to make it happen. Here, ideas are only as good as what we make of them.

Responsibilities

 As GTM Lead for Banks and FIs, you’ll set the direction for how Utila wins with banks, credit unions, broker-dealers and other regulated financial institutions across North America. This is a senior strategy role, not a quota-carrying sales position. You’ll define where we play, build the partnerships that speed up adoption, and give our sales team the segmentation, positioning and playbooks they need to win. You’ll work closely with Leadership, Sales, Product and Marketing so that our platform and go-to-market meet the bar institutional buyers expect.

If you understand how financial institutions evaluate, buy and adopt new infrastructure, and you know how to turn that insight into a strategy people can execute, this role is for you.

What you’ll own

• Lead Utila’s strategy for financial institutions across North America: target segments, ICPs and priority use cases.
• Build and execute a partnership strategy with FIs, finding opportunities for co-development, integration and joint go-to-market.
• Develop deep relationships with decision-makers across treasury, innovation, digital assets and compliance at target institutions.
• Turn FI buying cycles, procurement processes and risk and compliance requirements into go-to-market plans, playbooks and enablement for Sales.
• Act as the segment’s strategic expert throughout FI deal cycles, shaping account strategy, positioning and the path through procurement and compliance, while Sales owns and closes the deals.
• Partner with Product and Leadership so our roadmap and positioning match what FIs need to adopt on-chain infrastructure.
• Define and track success metrics for the FI segment (market coverage, partnership progress and pipeline health) together with Sales leadership.

Requirements

• 8–10+ years in go-to-market strategy, sales, partnerships or business development focused on US financial institutions, whether you sold to them, partnered with them or worked inside one.
• A deep understanding of how financial institutions operate across all levels, from regional and community banks to tier 1: their structure, how they make decisions, and their procurement and compliance requirements.
• A proven track record of shaping how companies win with FIs, with strong knowledge of their buying cycles, ICPs and what drives adoption of new infrastructure.
• Experience building and executing partnership strategies with banks or other regulated financial institutions.
• A strong understanding of on-chain primitives such as stablecoins, tokenized deposits and tokenized assets, and how FIs are approaching them.
• A solid grasp of the infrastructure behind institutional digital asset operations: custody, wallets, settlement and security models.
• The ability to translate complex technology into clear business value for risk-conscious institutional buyers, and to equip sales teams to do the same.
• You take initiative, work autonomously and see things through, and you’re comfortable in a fast-growing startup.

Own the problem. Build the solution. Make your mark.

Preferred Qualifications

Why This Role?

Why Join Us?

What We Offer?