Director, Prime Brokerage Sales at Alpaca
About the Role
We are seeking a highly motivated, well-connected Director of Prime Brokerage Sales to lead Alpaca’s expansion across professional and institutional trading segments. This role is ideal for someone with a proven book of business or deep relationships across hedge funds, proprietary trading firms, family offices, and high-net-worth traders.
You will be responsible for building and scaling Alpaca’s institutional revenue base — driving adoption of our API brokerage, clearing, and global multi-asset infrastructure. You’ll leverage your existing network to accelerate growth while also developing new channels through strategic partnerships, events, and data-driven outreach.
This is a high-impact, quota-carrying role in a fast-paced environment that demands ownership, market knowledge, and strong relationship management.
Key Responsibilities
Pipeline Origination & Relationship Expansion: Develop and grow a qualified pipeline of institutional and professional trading clients through existing relationships, conferences, and industry networks.
Full-Cycle Institutional Sales Ownership: Lead all stages of the sales cycle — prospecting, qualification, consultation, proposal, negotiation, and closing.
Revenue & AUM Growth: Drive measurable increases in transaction volume, assets under management, and fee-based revenue across global markets.
Market Expertise & Consultative Selling: Translate deep understanding of trading technology, API integration, and market microstructure into tailored value propositions for each client type.
Strategic Partnership Building: Collaborate with fintechs, brokers, and trading platforms seeking to embed Alpaca’s infrastructure into their stack.
Cross-Functional Leadership: Partner with Marketing, Product, and Customer Success teams to refine institutional go-to-market strategy and ensure seamless onboarding.
Data-Driven Insights & Reporting: Maintain accurate forecasts, pipeline health metrics, and CRM hygiene; regularly report performance insights to leadership.
Who You Are (Must-Haves)
7+ years of institutional or professional trading sales experience, preferably at a prime broker, agency broker, clearing firm, or fintech infrastructure provider.
Existing book of business or established relationships within hedge funds, proprietary trading groups, RIAs, family offices, or HNW traders.
Demonstrated track record of exceeding quotas and closing complex B2B or institutional deals.
Strong understanding of trading workflows, APIs, market structure, and multi-asset execution (equities, options, and digital assets).
Confident communicator capable of engaging C-level executives, fund managers, and tech decision-makers.
Entrepreneurial, strategic, and comfortable selling in unstructured, early-stage environments.
Series 7 (or relevant local securities license).
Nice-to-Haves
Experience selling brokerage or clearing infrastructure, OEMS, FIX/API connectivity, or market data services.
Knowledge of broker-dealer regulations (FINRA, NFA).
Bachelor’s degree in Finance, Economics, or a related discipline.
Startup mindset — thrives in a fast-paced, high-growth and global environment.
What Success Looks Like
Within 90 days: Establish key prospecting cadence, identify high-conversion opportunities from your existing network, and close first strategic accounts.
Within 6 months: Drive consistent revenue from institutional clients, expand trading volume, and influence Alpaca’s institutional GTM strategy.
Within 12 months: Build a sustainable institutional portfolio contributing to Alpaca’s global market leadership in API-driven brokerage infrastructure.