Client Director

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About Tonic is an expertise-led Capital Markets Consultancy, unlike other consultancies… in a good way. We leverage genuine expertise across the front-to-back trade lifecycle to provide a superior service model for our clients. Our transformation and cross-domain expertise, combined with our client-focus, accelerates our clients’ business objectives via tailored solutions driven by their unique, evolving needs. We focus on domains that are relevant, exciting and often high growth, including but not limited to collateral services, post-trade, securities finance, digital (crypto, DLT, tokenization), sustainability, legal and onboarding. We combine deep domain expertise with delivery excellence, enabling our clients to achieve strategic outcomes in a rapidly evolving regulatory and market landscape. We’re product-agnostic, with our consultancy services covering derivatives (uncleared, cleared, listed), securities lending, repo and more.

Role Purpose As Tonic strengthens its reputation as a leading Capital Markets consultancy, we are looking for a Client Director to drive global growth across our key clients. In this role, you will own and grow client relationships across Tonic’s core domains, managing the full sales lifecycle from opportunity origination to close and renewal. You will lead strategic account development, commercial negotiations, and opportunity conversion, ensuring ambitious revenue and margin targets are achieved. We are looking for someone who can both hunt and farm: winning new logos, expanding existing relationships, entering new geographies and divisions, and ensuring long-term client satisfaction. You will leverage our strong existing client base including major custodians, banks, and digital firms as a platform for growth. You will work closely with Tonic’s Domain Heads, true experts in their fields, to develop and sell go-to-market strategies across target markets and clients. The role requires up to 25% travel to US-based clients to support business development and relationship management. Reporting to the Global Head of Client Management, you will have access to guidance and support from the entire Tonic team.

Key Responsibilities

• Sales & Business Development – Own sales across Tonic, driving both new client acquisition and expansion of existing accounts.
• Lead RFP responses, proposals, and commercial negotiations, ensuring high-quality submissions and client-ready materials.
• Develop commercially persuasive proposals, estimates, and pricing models to close opportunities.
• Originate, structure, and close consulting, advisory, transformation, and augmentation engagements.
• Represent Tonic at industry events and forums to build visibility and generate pipeline.
• Client Partnerships & Account Management – Act as the primary sales owner for new client logos, automatically assuming Client Partner responsibility, and build and sustain senior client relationships across C-suite, Product, Operations and Technology leadership.
• Own the overall account plan and be accountable for sales targets, margin, and renewal outcomes, including client stakeholder mapping.
• Lead all client account governance meetings, ensuring proactive communication and strategic account growth.
• Identify and prioritise services and domains aligned to client needs and Tonic’s propositions.
• Selling Tonic Domain Go to Market Campaigns across accounts and new logos.
• Commercial Governance & Sales Operations – Own the end-to-end sales lifecycle, including lead generation, proposal definition, commercial shaping, sale close, contracting, and renewal.
• Create and manage Statements of Work (SoWs), MSAs, and commercial agreements.
• Ensure all leads and opportunities are accurately captured in Tonic’s CRM with full pipeline visibility, client interactions and sales call reports.
• Leverage formal sales training and expertise in Challenger and MEDDIC methodologies to qualify opportunities, shape client conversations, and accelerate deal conversion across strategic accounts.
• Track and report key account metrics, including revenue, margins, renewals, and pipeline guidance numbers.
• Manage SoW budget burndown in line with client demand and delivery cadence.

Required Experience & Skills

• 15+ years’ experience in sales, business development, or client partner roles within capital markets consulting or tech vendor solutions/fintech ecosystem
• Proven success in consulting sales within Tonic’s core domains: Collateral Management, Securities Finance, Post-Trade Operations, Digital / Fintech Transformation (Tokenisation, AI/ML, Data)
• Track record of originating and closing consulting/advisory/transformation deals.
• Commercial acumen to structure complex proposals and negotiate at senior levels.
• Experience of building client account revenues to annual contract value (ACV) exceeding £5M across multiple service towers, driving growth and ensuring client satisfaction.
• Strong network across custodian banks and major infrastructure providers, including CSDs & CCPs, with access to Tier 1/2 banks, buy-side firms and key fintech vendors.
• Comfortable operating in high-growth, entrepreneurial environments and smaller, agile teams.
• Excellent influencing, presentation, and relationship-building skills.

Preferred Profile

• Leadership roles in international capital markets consultancies, with direct sales accountability (PnL).
• Understanding of Collateral Management, Post-trade, Securities Finance, digital domains.
• Demonstrated ability to build a book of work or expand market presence at prior firms and win net new business.
• Strong people and collaboration skills; team player.
• Highly motivated, honest and able to work with ambiguity.
• People person – Confident and strong communicator, with all levels and types of stakeholders.

Qualifications

• A high-scoring university degree.
• Management training, ideally with an accompanying qualification.
• Possess formal sales training or deep understanding of Challenger or MEDDIC frameworks to drive opportunity qualification, strategic account growth, and successful deal closure.

Seniority level

• Director

Employment type

• Full-time

Job function

• Sales and Business Development

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