Skills and Competencies

• 8+ years experience spanning at least one of the following: digital assets, tokenization, stablecoins, market infrastructure, payments, custody, or ratings/risk analytics-preferably in sales or working with traditional institutions with capital markets required.
• Demonstrated growth mindset with consistent origination, pipeline creation, and closing performance in complex B2B financial services, capital markets, or risk solutions.
• Proven ability to run multi-stakeholder enterprise sales cycles, including value articulation, negotiation, and executive alignment.
• Strong commercial judgment with the ability to know when to push, when to pause, and how to de-risk ambiguous opportunities.
• Fluent communicator who can explain digital finance concepts clearly to both technical and non-technical stakeholders.
• Comfortable using AI-driven tools and insights to accelerate deal origination, uncover whitespace, sharpen client narratives, and improve win rates.
• Demonstrated proficiency in artificial intelligence concepts, with hands-on experience using tools like Copilot and ChatGPT to streamline workflows and enhance operational efficiency. Proven ability to implement AI-powered solutions, including agentic AI systems, to solve business challenges.
• Demonstrates a growing awareness of AI risk management and a commitment to responsible and ethical AI use.

Education

• Bachelor’s degree is required. An advanced degree (MBA, MS/MA) is preferred.

Responsibilities

Originate and close revenue-generating opportunities in digital finance, building a pipeline and ecosystem of strategic relationships globally.

• Build and execute a multi-quarter pipeline generation strategy across digital finance segments (e.g, stablecoins, tokenized funds, securitizations, digital bonds, custodians and key service providers).
• Build an ecosystem of strategic relationships across traditional finance & digital finance and help bridge both worlds.
• Run disciplined prospecting: targeted outreach, partner-led referrals, event-driven origination, and ecosystem mapping—turning early conversations into qualified opportunities and closed wins.
• Orchestrate end-to-end sales processes involving senior stakeholders across treasury, risk, legal/compliance, product, and technology teams.
• Position Moody’s Ratings capabilities to help market participants evaluate credit risk, reserve composition, operational resilience, and structural features in digital finance constructs.
• Develop durable relationships across asset managers, banks, broker-dealers, fintechs, stablecoin/payment networks, defi lending protocols, and market infrastructure players.
• Monitor regulatory and market structure shifts and convert them into concrete account plans, segment priorities, and pursuit strategies.
• Feed structured client learnings back into product/ratings stakeholders to improve speed-to-answer, readiness, and repeatability in pursuit execution.
• Time Allocation: Expected travel is about 30% and limited to North America.

About the team

This is a senior individual contributor role responsible for relationships with digital finance issuers, prospects, investment bankers, and financial sponsors with a focus on North America. The individual in this role will be responsible for the delivery of a strategic business development plan to grow business for this significant territory and sector. This role will take a leadership position within the Financial Institutions Group (FIG) and also work with stakeholders across the Corporate Finance Group (CFG) and Structured Finance Group (SFG) on cross-functional opportunities.