Head of OTC Sales at Peridot Forte Solutions Consulting

Job Summary

• The Head of OTC Sales is responsible for owning OTC revenue and leading the performance of the OTC sales desk across cross-border payment solutions.
• This role builds, and manages OTC sales operations, delivering large-value, customized cross-border payment execution for high-net-worth individuals, institutions, and corporate clients.
• The role combines commercial leadership, client acquisition, and risk-aware execution, requiring a proven desk builder who can lead teams, drive sustainable revenue growth, and ensure efficient, compliant OTC operations across multiple markets.

Responsibilities

• Own OTC revenue, transaction volume, and margin performance across cross-border payment corridors, with full accountability for desk profitability and growth.
• Build and scale a trusted OTC client book made up of high-net-worth individuals, institutions, corporates, funds, and liquidity partners, focusing on repeat and long-term relationships.
• Balance volume growth with disciplined pricing and risk management, ensuring sustainable spreads and controlled counterparty exposure.
• Design and run the OTC operating model, including pricing frameworks, approval workflows, trade limits, and escalation processes.
• Work closely with Finance, Compliance, Treasury/Liquidity, and Operations teams to ensure efficient fund flows, clean settlement, confirmations, and post-transaction processes across markets.
• Recruit, train, and lead a high-performing OTC sales desk, setting clear performance standards that prioritize sound judgment, client trust, and long-term value over speed or short-term gains.
• Build a strong performance culture that drives accountability, collaboration, and disciplined execution without excessive risk-taking.
• Develop and maintain long-term client relationships with HNIs, institutions, corporates, funds, market makers, and liquidity providers, retaining clients across market cycles.
• Set, monitor, and enforce trade, client, and desk level risk limits in line with internal policies and market realities.
• Ensure strict compliance with KYC/AML, sanctions, and internal controls, and lead structured post-transaction reviews when issues arise.
• Navigate key challenges including market volatility, margin protection, scaling OTC operations responsibly, recruiting disciplined OTC talent, and operating within African liquidity, FX, and cross-border regulatory environments.

Requirements

• First Degree in Finance, Economics, Business Administration, Computer Science, or a related field.
• 5 – 8 years of experience in OTC crypto trading, institutional sales, or cross-border payments, with a strong track record of revenue ownership and large-ticket transaction execution.
• Proven experience building, scaling, and leading an OTC desk, including ownership of strategy, pricing frameworks, and operational processes.
• Demonstrated people-management experience, having led sales, trading, or institutional teams beyond managing personal client books.
• Strong understanding of crypto pricing, spreads, hedging, liquidity management, and settlement, including crypto-to-fiat and cross-border payment flows.
• Established relationship network across crypto OTC markets, including institutional clients, corporates, funds, liquidity providers, and market makers.
• High integrity, sound judgment, and composure under pressure, with a disciplined, low-ego leadership style suited to volatile markets.
• Experience operating in emerging and frontier markets, with an understanding of FX volatility, liquidity constraints, and regulatory complexities.
• Excellent communication, negotiation, and stakeholder management skills, with the ability to build and sustain long-term strategic partnerships.
• Strong commercial and entrepreneurial mindset, with a proven ability to identify new corridors, products, and revenue opportunities.
• Self-starter comfortable in fast-paced, high growth environments, able to operate independently and make decisions without constant oversight.
• Prior experience working with crypto or blockchain companies, cross-border payment platforms, developer tools, or financial APIs.