Note: The job is a remote job and is open to candidates in USA. Utila is a company that builds a modern enterprise-grade platform for digital asset operations, securing significant transaction volume for global institutions. They are seeking a GTM Lead for Financial Institutions to define and drive their strategy with banks and regulated financial entities in North America, focusing on partnerships and market positioning.
Responsibilities
- Own and lead Utila's strategy for engaging financial institutions across North America, defining target segments, ICPs, and priority use cases
- Build and execute a partnership strategy with FIs, identifying opportunities for co-development, integration, and joint go-to-market
- Develop deep relationships with key decision-makers across treasury, innovation, digital assets, and compliance functions at target institutions
- Translate FI buying cycles, procurement processes, and risk/compliance requirements into actionable go-to-market plans, playbooks, and enablement for the Sales team
- Support the Sales team throughout FI deal cycles as the segment's strategic expert, informing account strategy, positioning, and navigation of institutional procurement and compliance processes, while Sales owns and closes the deals
- Partner with Product and Leadership to ensure Utila's roadmap and positioning align with what FIs need to adopt on-chain infrastructure
- Define and track success metrics for the FI segment - market coverage, partnership progress, and pipeline health in close collaboration with Sales leadership
Skills
- 8–10+ years of experience in go-to-market strategy, sales, partnerships, or business development focused on financial institutions in the US, whether selling to them, partnering with them, or working within one
- Deep understanding of how financial institutions operate, including their organizational structure, decision-making processes, and procurement/compliance requirements
- Proven track record of shaping how companies win with FIs, with strong knowledge of their buying cycles, ICPs, and what drives adoption of new infrastructure
- Experience building and executing partnership strategies with banks or other regulated financial institutions
- Strong understanding of on-chain primitives such as stablecoins, tokenized deposits, and tokenized assets, and how FIs are approaching them
- Solid grasp of the underlying infrastructure - custody, wallets, settlement, security models that support institutional digital asset operations
- Ability to translate complex technology into clear business value for risk-conscious institutional buyers, and to arm sales teams to do the same
- High ownership, autonomy, and execution mindset, comfortable operating in a fast-growing startup environment
- Deep understanding of how regional, community, and tier 1 banks operate across all levels
Company Overview