Grayscale is the largest digital asset-focused investment platform in the world by AUM and offers the broadest selection of digital asset investment products in the U.S. based on number of products.
Our platform spans the full spectrum of institutional-grade solutions—from single-asset exposures to diversified and thematic strategies—with a goal of providing every investor with access to the hyper-expanding digital asset universe. Our firm offers a rare combination of decades of traditional finance work experience and digital asset leadership that brings an institutional mindset to the maturing digital asset industry. This convergence of capabilities positions us to deliver investment solutions and client experiences that are both institutionally robust and technologically advanced, which we believe offers a competitive edge that is difficult to replicate.
We’re proud of our deep crypto expertise and work closely with individual and institutional investors as they explore this asset class as part of their portfolio allocation.
Position Summary:
Grayscale is seeking a driven, high-performing internal wholesaler to support distribution efforts and partner directly with our external wholesalers. This is a revenue-producing role designed for a disciplined, competitive sales professional who thrives in a performance-oriented environment.
The Portfolio Consultant (internal wholesaler) is responsible for driving territory growth by operating within a structured sales process, increasing advisor engagement, generating consistent meeting volume, and selling more per meeting. This individual brings urgency, creativity, and accountability to their work, leveraging internal resources and modern tools to maximize productivity and impact.
This role is a critical partner to the External Market Leader and serves as a foundational path toward earning an external role.
Responsibilities:
- Own and drive revenue growth across a defined territory or advisor segment (RIAs, independent broker-dealers, wirehouses), with clear accountability to production goals.
- Partner closely with the Market Leader to execute territory strategy, expand platform penetration, and accelerate revenue outcomes.
- Build, manage, and convert a high-quality pipeline of Financial Advisors and RIA firms, leading relationships from initial outreach through allocation.
- Proactively increase meeting volume for both yourself and your external partner through disciplined outbound prospecting and targeted campaign execution.
- Operate within a structured, metrics-driven sales process to consistently create opportunities, advance pipeline, and deliver repeatable results.
- Leverage internal resources, including Marketing, Product, and AI-driven tools to sharpen messaging, personalize outreach, enhance prospecting efficiency, and improve overall sales effectiveness.
- Drive the majority of advisor engagement through high-impact virtual meetings and proactive remote outreach, while remaining willing and prepared to participate in in-person meetings, territory travel, and key advisor events when strategically valuable.
- Prepare strategically and execute effectively in every interaction with the expectation to sell more per meeting, increasing allocation size, improving close rates, and securing clear next steps.
- Conduct effective discovery conversations to uncover client needs, address objections, and move advisors toward allocation decisions.
- Develop creative, value-added engagement strategies that strengthen advisor relationships and expand wallet share.
- Lead structured follow-up initiatives and maintain rigorous CRM discipline, ensuring full pipeline visibility and accountability.
- Deliver compelling, differentiated presentations that clearly articulate Grayscale’s investment thesis, product positioning, and implementation strategy.
- Thrive in a high-pressure, performance-driven environment; operate as a self-starter with strong competitive drive, urgency, resilience, and the ambition to earn a path toward an External Market Leader role.
- Represent Grayscale at conferences, regional events, and industry forums to generate new opportunities and strengthen market presence.
Prior Experience / Requirements:
- 2–5 years of experience selling financial products, with demonstrated success driving revenue growth.
- Proven ability to operate within a disciplined sales process, increase meeting volume, and sell more per meeting through improved conversion and larger allocation sizes.
- Strong understanding of the asset management industry, advisor distribution channels, and investment product landscape.
- Ability to clearly articulate complex investment concepts and deliver compelling, differentiated value propositions.
- Demonstrated competitive drive, resilience, and success in performance-based environments.
- Strong interest in digital assets, cryptocurrency markets, and blockchain technology.
- Excellent communication skills and a commitment to delivering a best-in-class advisor experience.
- Collaborative, adaptable team player with a strong work ethic and “ownership” mindset.
- Bachelor’s degree
- Experience with Salesforce or similar CRM systems preferred.
- Series 7 and 63 or 66 licenses are required.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
