Client Director

Thetonicconsultancy; City of London; On-site; GBP 100,000 - 150,000; Full time

Job summary

A leading consultancy in capital markets is seeking a Client Director to manage and expand client relationships, drive global growth, and lead strategic account development. The ideal candidate has over 15 years of experience in consulting sales and a proven track record of managing high-value accounts. The role requires up to 25% travel and involves significant client-facing responsibilities.

Qualifications

• 15+ years’ experience in sales or business development within capital markets consulting.
• Proven success in consulting sales within Collateral Management or Securities Finance.
• Experience building client account revenues to annual contract value (ACV) exceeding £5M.

Responsibilities

• Drive global growth across key clients managing full sales lifecycle.
• Lead strategic account development and commercial negotiations.
• Act as primary sales owner for new client logos.

Skills

Sales

Business Development

Client Relationship Management

Commercial Negotiation

Consulting Sales

Education

High-scoring university degree

Management training qualification

Job description

Overview

Client Director role at Tonic. Tonic is an expertise-led Capital Markets Consultancy offering services across derivatives, securities lending, collateral, post-trade, digital (crypto, DLT, tokenization), sustainability, legal and onboarding. The role focuses on driving global growth by managing and expanding client relationships across core domains, from opportunity origination to close and renewal.

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. 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 to achieve ambitious revenue and margin targets. You will 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 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; 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; 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; lead all client account governance meetings; identify and prioritise services and domains aligned to client needs and Tonic’s propositions; sell 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 captured in 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 and accelerate deal conversion; 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 fintech/tech vendor solutions.
• Proven success in consulting sales within 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 building client account revenues to annual contract value (ACV) exceeding £5M across multiple service towers; strong network across custodian banks and major infrastructure providers (CSDs & CCPs); access to Tier 1/2 bank and buy-side networks.
• 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 (P&L).
• Understanding of Collateral Management, Post-Trade, Securities Finance, and digital domains.
• Proven ability to build a book of work or expand market presence and win net new business.
• Strong people and collaboration skills; highly motivated, adaptable, and capable of working with ambiguity; confident communicator with stakeholders at all levels.

Qualifications

• High-scoring university degree.
• Management training with an accompanying qualification preferred.
• Formal sales training or deep understanding of Challenger or MEDDIC frameworks to drive opportunity qualification, strategic account growth, and deal closure.

Seniority level

• Director

Employment type

• Full-time

Job function

• Sales and Business Development

Note: This description focuses on responsibilities and qualifications for the Client Director role at Tonic. For context, there are additional roles and postings listed elsewhere in the original description which are not part of this job posting and have been omitted here.