Executive Director, Institutional Sales

Your role Corpay is currently looking to hire an Executive Director, Institutional Sales within our Cross Border division. Reporting to the SVP Global Institutional Sales, the Executive Director, Institutional Sales is responsible for the origination, development and management of EMEA institutional sales related activities and relationships for Corpay Cross Border. The principal focus of the role will be to expand the client base of our Institutional risk management solutions business across alternative funds, private capital managers, family offices and institutional investors. What you'll be doing Key Responsibilities: Sales Strategy & Execution: Develop and execute a comprehensive sales strategy targeting alternative investment firms including private equity / debt, hedge funds, family offices, real estate funds, digital asset funds and venture capital firms as well as their service providers including fund administrators and fund formation lawyers. Lead Generation & Prospecting: Identify and cultivate new business opportunities by researching and targeting key decision-makers within the alternative investment industry including fund managers, fund administrators, and fund formation law firms, and understanding the prospective client’s business goals, objectives and challenges. Leverage industry contacts and attend relevant conferences, networking events, and industry forums to build a strong pipeline. Client Needs Analysis & Solution Pitching: Work to understand the specific operational, financial and investment needs of clients in the alternative investment space. Calibrate Corpay solutions to meet those needs across FX risk management, global payments, multi-currency accounts, capital call lines of credit, treasury management, cash flow optimization, and regulatory compliance. Deliver compelling presentations to the appropriate level of leadership within a prospective company. Relationship Management: Build and nurture long-term relationships with C-suite executives, CFOs, portfolio managers, and other key stakeholders within alternative investment firms. Establish trust and credibility to position the company as a strategic partner. Sales Cycle Management: Lead prospects through the entire sales process, from initial outreach and qualification to proposal presentation, negotiation, contract closure. Maintain awareness and proficiency of all company policies and client documentation requirements to support new account onboarding. Ensure all sales activities are tracked in CRM software. Actively participate in the preparation and execution of sales plans, events and campaigns. Market Intelligence & Competitor Analysis: Stay updated on industry trends, competitor offerings, and regulatory changes that impact the alternative investment sector. Provide feedback to internal teams to enhance product offerings and value propositions. Collaboration & Reporting: Collaborate with the marketing, product, and operations teams to ensure a seamless client onboarding experience. Provide regular sales forecasts and reports to management. Operational Responsibilities: Work with the client service teams to ensure we communicate effectively the information flows needed to onboard clients in an efficient manner, this includes interfacing between clients and the onboarding/customer service teams to ensure operational requirements are met. Product Development: Identify additional product development and solutions that could be incorporated to increase diversification and revenue generating opportunities to further embed clients in the Corpay ecosystem. Required Qualifications: Experience: 5+ years of experience in business development or sales within financial services, with a focus on the alternative investment industry. Industry Knowledge: Strong understanding of the alternative investment space, including private equity, hedge funds, real estate, venture capital, and other institutional investment models. Knowledge of the specific challenges and needs of these firms is essential. Sales Expertise: Proven track record of meeting or exceeding sales targets, with a consultative approach to selling. Experience in managing complex sales cycles and negotiating high-value contracts. Network & Relationships: Established relationships with key decision-makers in the alternative investment industry (CFOs, COOs, General Counsel, and General Partners). Ability to leverage existing network for business development. Communication Skills: Excellent verbal and written communication skills. Ability to clearly articulate the value of banking solutions to diverse audiences, including both technical and non-technical stakeholders. Technical Aptitude: Familiarity with banking products and services used by alternative investment firms (e.g., fund banking, FX, cash management, capital call facilities). Comfort with financial technology and software platforms. Self-Starter: Highly motivated and proactive, with the ability to work independently and as part of a team. Strong organizational skills and the ability to manage multiple opportunities simultaneously.

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