Sales Director, Custody (Northeast)

Forge Trust specializes in custody of alternative investments, including Private Funds, with 30 plus years of experience and $16B AUC.  As a subsidiary of Forge Global, we are uniquely positioned to provide Custody solutions to Private Markets. We understand the industry and can help navigate the associated rules and regulations. With specific focus on Self-Directed IRAs, and providing solutions to financial institutions to create seamless,  Private Fund Custody – we increase investor confidence while reducing operational overhead and risk by having funds custodied by us (a third-party).  Forge Trust manages investor cash processing on behalf of funds and facilitates investments at the direction of clients, in addition to providing reporting on fund/investor activity.  

The Role:    

Reporting to the President of Custody, The Sales Director, Custody will play a pivotal role in driving the revenue growth for Forge’s Custody (Trust) organization. The Sales Director will help drive revenue growth via SDIRA, ALTS custody account acquisition, pipeline development. Acting as the lead salesperson, the individual in this role will put in place and manage processes to drive partner, account, and revenue acquisition within the Custody organization by targeting private fund managers, third party administrators, registered investment advisors, wealth and asset managers who require a custodian for ALT assets  

The incumbent will be responsible for managing the entire sales process from prospecting and pipeline development to closing deals while ensuring the success of intuitional partners and HNW clients within the Custody organization.   

The ideal candidate will be a dynamic sales professional with a proven track record of meeting or exceeding sales targets, particularly within the self-directed IRA or alternative investment sectors. This role requires a strategic, data-driven approach to sales with an emphasis on achieving measurable results. They will have experience collaborating with cross-functional teams, and align with Forge’s values of boldness, humility, and accountability.   

Ideally the candidate would have experience in TradFi, Alts, Fintech, knows how brokers can work with a custodian utilizing SDIRA, and can leverage cross selling opportunities across the Forge private markets platform.  

Location: Midwest, South, Southeast, Mid-Atlantic, or Northeast with occasional travel to our SF, CA and NY, NY offices. 

Responsibilities:   

As Sales Director, you will be instrumental in driving revenue growth and expanding our market presence. Your responsibilities will include:  

• Revenue Generation: Develop and execute direct sales strategies to meet and exceed sales targets, focusing on new business acquisition within the alternative investment space 
• Client Acquisition & Pipeline Management: Actively pursue and acquire new institutional clients, financial advisors, and HNWI and maintain a robust pipeline of prospective clients  
• Relationship Building: Cultivate a strong, long-term relationship with institutional clients and serve as the primary point of contact for clients and prospects.  
• Sales Presentations & Negotiations: Lead sales meetings, presentations, and negotiations. Clearly articulate the value proposition of Forge’s Custody services and address clients’ needs ultimately securing new business.  
• Client Education and Support: Conduct webinars, workshops, and one-on-one sessions to educate prospects on the benefits and logistics of alternative investments within retirement accounts, focusing on compliance and tax advantages. 
• Sales Metrics and Reporting: Establish key performance indicators (KPIs) and metrics to monitor and report on sales performance, adjusting strategies as needed.  

Qualifications:   

• Minimum of 5 - 8 years of proven experience in a direct sales role, preferably within the Self-Directed IRA, custody, or alternative investment sector. 
• Strong sales and negotiation skills, with a proven track record of meeting or exceeding sales targets; Experience selling to firms with $100mm + AUC
• Excellent communication and presentation skills, with the ability to explain complex financial concepts in simple terms 
• Knowledge of self-directed IRAs, including the process of setting up and investing in alternative assets such as real estate, private equity, and other non-traditional investments. 
• Must be able to sit and/or stand for long periods of time in an office or home office setting while working

Preferred Qualifications:  

• Knowledge of the IRS rules regarding alternative asset IRAs is preferred
• Strong analytical skills to assess investment opportunities and trends within the alternative asset space.  

The annual salary range for this role (including sales commission) is $120,000 - $300,000. Final offers may vary from the amount listed based on geography, candidate experience, individual performance against commission plan, and other factors.