Key skills
GoLeadershipCollaborationSales
About this role
Description
At Utila, you'll help build the modern, enterprise-grade platform that powers digital asset operations for more than 300 global institutions. Our technology secures $20B+ in monthly transaction volume and has protected over $200B to date, and we're growing fast, backed by more than $50M in funding and a rapidly expanding customer base.
We work on mission-critical systems that demand innovation, precision, and deep technical expertise. If you're excited by complex challenges, want to work with powerful teammates, and are looking to make a real impact on the future of financial technology, you'll feel right at home here.
We're looking for a GTM Lead, Financial Institutions to define and drive Utila's strategy with banks, credit unions, broker-dealers, and other regulated financial institutions across North America. This is a senior, high-impact strategy role. not a quota-carrying sales position. You'll set the direction for how Utila approaches the FI market, build the partnerships that accelerate adoption, and equip our sales team with the segmentation, positioning, and playbooks they need to win. You'll work closely with Leadership, Sales, Product, and Marketing to ensure Utila's platform and go-to-market meet the bar institutional buyers expect.
If you understand how financial institutions evaluate, procure, and adopt new infrastructure and you excel at turning that insight into an executable strategy this role is for you.
Responsibilities
• Own and lead Utila's strategy for engaging financial institutions across North America, defining target segments, ICPs, and priority use cases..
• Build and execute a partnership strategy with FIs, identifying opportunities for co-development, integration, and joint go-to-market..
• Develop deep relationships with key decision-makers across treasury, innovation, digital assets, and compliance functions at target institutions..
• Translate FI buying cycles, procurement processes, and risk/compliance requirements into actionable go-to-market plans, playbooks, and enablement for the Sales team..
• Support the Sales team throughout FI deal cycles as the segment's strategic expert, informing account strategy, positioning, and navigation of institutional procurement and compliance processes, while Sales owns and closes the deals..
• Partner with Product and Leadership to ensure Utila's roadmap and positioning align with what FIs need to adopt on-chain infrastructure..
• Define and track success metrics for the FI segment - market coverage, partnership progress, and pipeline health in close collaboration with Sales leadership..
Requirements
• 8–10+ years of experience in go-to-market strategy, sales, partnerships, or business development focused on financial institutions in the US, whether selling to them, partnering with them, or working within one..
• Deep understanding of how financial institutions operate, including their organizational structure, decision-making processes, and procurement/compliance requirements..
• 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..
• Strong understanding of on-chain primitives such as stablecoins, tokenized deposits, and tokenized assets, and how FIs are approaching them..
• Solid grasp of the underlying infrastructure - custody, wallets, settlement, security models that support institutional digital asset operations..
• Ability to translate complex technology into clear business value for risk-conscious institutional buyers, and to arm sales teams to do the same..
• High ownership, autonomy, and execution mindset, comfortable operating in a fast-growing startup environment..
• Deep understanding of how regional, community, and tier 1 banks operate across all levels..