About the Role:

Grade Level (for internal use):

The Client Coverage team, part of the Commercial Group at S&P Global, is dedicated to the sales and licensing of intellectual property and index data licenses. Our mission includes building and nurturing strong client relationships, prospecting new customers, and expanding S&P Global's commercial footprint within designated territories. We maintain partnerships with investment banks, asset managers, market data consumers, insurance companies, proprietary trading firms, exchanges, and other key market participants who rely on our renowned indices, research, and insights.

We are seeking an Executive Director to join the Client Coverage team in the US, focusing primarily on DeFi clients, including banks, asset management firms, and other financial institutions. This role will collaborate with various teams to develop strategies that enhance opportunities in decentralized finance, while also increasing our regional presence and client wallet share.

Reporting to the Head of US Client Coverage, the Executive Director will work closely with client coverage representatives and engage with various S&P Global departments, including Inside Sales, Product Management, Research, and Legal. As an ambassador for S&P Global, you will contribute to fostering a high-performance culture centered on client focus, collaboration, innovation, and integrity.

This role offers an exciting opportunity to leverage insights from internal partners, including Commodity Insights and Market Intelligence. You will help align organizational goals with client needs, translating these into opportunities for our experts to enhance credibility, identify gaps, and recommend solutions that drive revenue.

You will plan and execute strategies with product management and sales specialists to position S&P Global as a leader in DeFi products and indices. Achieving annual sales targets and team KPIs will be essential, as will adapting the global strategy to your region and contributing initiatives to shape our commercial priorities. Anticipating trends and identifying solutions for commercial growth in the DeFi space will be key to your success.

Responsibilities:

• Define and implement the commercial strategy for the DeFi market, ensuring alignment with our Global commercial Strategy.
• Set and achieve annual sales targets, milestones, and KPIs that align with our global commercial goals.
• Key Performance Indicators (KPI) include:
  • Achievement of sales targets for new DeFi business.
  • Successful organization of regional events focused on DeFi.
  • Number of new clients onboarded in the DeFi sector.
  • Frequency of meaningful client interactions in the DeFi landscape.
  • Effective account mapping and expansion within existing DeFi accounts.
  • Maintenance of CRM hygiene, including meeting reports and opportunity management.

• Meet frequently with prospects and existing clients to understand their goals and needs in the DeFi space. Evaluate customer-facing professionals to communicate best practices and develop training as necessary to continuously improve customer focus.
• Ensure proficiency in product and pricing priorities, effective product positioning, and competitive positioning in the DeFi index market.
• Drive strategic revenue and new business growth within the DeFi sector.
• Manage complex contract negotiation and execution; develop usage rights and appropriate commercial terms; collaborate with internal stakeholders (legal, product management, research, etc.) to deliver value to our company and clients.
• Foster collaboration and teamwork by creating opportunities for sales specialists and product management teams to meet their goals and establish S&P Global across the DeFi index data and product ecosystem.
• Manage Key Strategic Accounts directly within the DeFi sector.
• Grow S&P Global's market share in DeFi and influence the adoption of S&P solutions across key stakeholders, including banks, asset owners, asset managers, consultants, and industry organizations.
• Implement a comprehensive sales strategy to systematically drive increased revenue growth in DeFi.
• Consultatively sell DeFi index data and solutions; collaborate with internal stakeholders to develop new concepts to meet client needs.
• Generate new contract documents, process sales orders, and coordinate new deal processes and invoicing with legal and finance teams.
• Service existing products/billing/client queries within the assigned client base; use internal CRM systems to maintain pipelines/leads, and details of sales activities, and meeting memos.

Key Skills & Experience:

• Proven experience in applying sales process knowledge, product knowledge, product design, and industry insight to increase sales and differentiate the brand in the DeFi space.
• Results-oriented, demonstrating agility, accountability, commitment, grit, and customer focus.
• Extensive industry experience in investment product and market data sales, particularly within the DeFi, blockchain, and cryptocurrency sectors.
• Established relationships with asset management firms, investment banks, hedge funds, proprietary trading firms, and other market participants in the DeFi ecosystem.
• Strong understanding of DeFi concepts including tokenization, data oracles, DLT/Blockchain technologies, and Real World Assets (RWAs).
• Deep understanding of cryptocurrencies, stablecoins, staking, and mining.
• Familiarity with Layer 1 solutions including Ethereum and Solana, as well as cross-chain interoperability.
• 8-10 years of Financial Services, Indexing, Asset Management, and/or ETF trading experience preferred.
• Excellent client communication skills in speech, writing, and public speaking; with a personable approach to collaboration in a complex structure.
• Skilled in combining longer-term strategic thinking with a hands-on, proactive approach to achieving nearer-term results.
• Bachelor's degree, CFA, or relevant certification are considered favorably.
• Languages required: English.
• Over 10 years of proven success in revenue generation roles.

Flexible Working: We pride ourselves on our agility and diversity, and we welcome requests to work flexibly. For most roles, flexible hours and/or an element of remote working are usually possible. Please talk to us at the interview about the type of arrangement that is best for you. We will always try to be adaptable wherever we can

Compensation/Benefits Information (US Applicants Only):

S&P Global states that the anticipated base salary range for this position is $200,000 to $235,000. Base salary ranges may vary by geographic location. In addition to base compensation, this role is eligible for additional compensation such as an annual incentive bonus.

This role is eligible to receive additional S&P Global benefits. For more information on the benefits we provide to our employees, visit https://www.spgbenefitessentials.com/newhires.

Right to Work Requirements:

This role is limited to persons with indefinite right to work in the United States.

About S&P Global Dow Jones Indices 

At S&P Dow Jones Indices, we provide iconic and innovative index solutions backed by unparalleled expertise across the asset-class spectrum. By bringing transparency to the global capital markets, we empower investors everywhere to make decisions with conviction. We're the largest global resource for index-based concepts, data and research, and home to iconic financial market indicators, such as the S&P 500® and the Dow Jones Industrial Average®. More assets are invested in products based upon our indices than any other index provider in the world. With over USD 7.4 trillion in passively managed assets linked to our indices and over USD 11.3 trillion benchmarked to our indices, our solutions are widely considered indispensable in tracking market performance, evaluating portfolios and developing investment strategies. 

S&P Dow Jones Indices is a division of S&P Global (NYSE: SPGI). S&P Global is the world's foremost provider of credit ratings, benchmarks, analytics and workflow solutions in the global capital, commodity and automotive markets. With every one of our offerings, we help many of the world's leading organizations navigate the economic landscape so they can plan for tomorrow, today. For more information, visit www.spglobal.com/spdji. 

What's In It For You?

Our Purpose:

Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology-the right combination can unlock possibility and change the world.

Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence®, pinpointing risks and opening possibilities. We Accelerate Progress.

Our People:

We're more than 35,000 strong worldwide-so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.

From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We're committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. We're constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.

Our Values:
 

Integrity, Discovery, Partnership

At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.

Benefits:

We take care of you, so you can take care of business. We care about our people. That's why we provide everything you-and your career-need to thrive at S&P Global.

Our benefits include: 

• Health & Wellness: Health care coverage designed for the mind and body.

• Flexible Downtime: Generous time off helps keep you energized for your time on.

• Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.

• Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.

• Family Friendly Perks: It's not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.

• Beyond the Basics: From retail discounts to referral incentive awards-small perks can make a big difference.

For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries

Global Hiring and Opportunity at S&P Global:

At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets.

Recruitment Fraud Alert:

If you receive an email from a spglobalind.com domain or any other regionally based domains, it is a scam and should be reported to reportfraud@spglobal.com. S&P Global never requires any candidate to pay money for job applications, interviews, offer letters, "pre-employment training" or for equipment/delivery of equipment. Stay informed and protect yourself from recruitment fraud by reviewing our guidelines, fraudulent domains, and how to report suspicious activity here.

-----------------------------------------------------------

Equal Opportunity Employer

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law.  Only electronic job submissions will be considered for employment.  

If you need an accommodation during the application process due to a disability, please send an email to: EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person.  
 
US Candidates Only:  The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law.  Pay Transparency Nondiscrimination Provision - https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf

-----------------------------------------------------------