Fixed Income Institutional Sales, Structured Products

Department Summary

Our Taxable Fixed Income (TFI) division helps clients navigate today’s complex fixed-income landscape, offering deep expertise across our core products, which include rates, credit and structured products. The TFI team prioritizes both high-touch and low-touch trading solutions, ensuring clients receive dedicated, tailored services without marketplace disruption. Leveraging our extensive industry network, we provide timely, accurate information and superior trade execution.

Position Summary & Purpose

Fixed Income Institutional Sales, Structured Products – We are a growing platform that offers liquidity in MBS TBAs, structure new issue CMOs and are active in all asset classes: RMBS/ABS/CMBS/CLO.   We are looking for candidates with 5+ years of experience and a book of business that focuses on Tier 2 & 3 institutional accounts.  We have over 1,000 open accounts and the candidate will have the benefit of covering most, if not all accounts in their book in addition to new accounts open with the firm.  This position requires excellent relationships.  We encourage travel, entertaining and in-person meetings, covered by the firm.  We are an annual sponsor of SFVegas.  This role focuses on client engagement, market insight, and order solicitation.  Platforms we utilize:  Yieldbook, Tradeweb (offer and receive liquidity), FIT, Bloomberg. 

Essential duties and Responsibilities

Client Coverage & Revenue Generation

• Manage and grow a defined book of institutional accounts across structured products
• Serve as primary relationship manager, maintaining consistent and strategic client engagement
• Drive revenue through proactive idea generation, trade origination, and client coverage
• Understand client mandates, portfolio strategies, and investment objectives

Order Origination & Trade Coordination

• Solicit client orders and identify trading opportunities across market conditions
• Partner closely with traders to ensure timely execution and alignment with client expectations

Market Insight & Product Expertise

• Provide clients with market color, relative value opportunities, and trade ideas across taxable fixed income markets
• Maintain deep knowledge of interest rates, credit markets, spreads, and liquidity conditions
• Stay current on macroeconomic trends, central bank activity, and market-moving events

Cross-Functional Collaboration

• Work closely with trading, research, syndicate, and capital markets teams to support client activity
• Align client needs with internal inventory, new issue opportunities, and market positioning
• Coordinate with operations and compliance teams to ensure seamless transaction processing

Business Development

• Identify and onboard new institutional clients within target segments
• Expand wallet share and deepen relationships within existing accounts
• Contribute to overall sales strategy and distribution efforts across taxable fixed income products
• All other duties as assigned

Management & Decision Making Responsibilities

• Manages and prioritizes client coverage across assigned book of business
• Determines client engagement strategy, including outreach, idea generation, and revenue opportunities
• Exercises judgment in soliciting client orders based on market conditions and relative value opportunities
• Coordinates closely with trading desk on order flow, pricing feedback, and execution priorities
• Provides input into market positioning and client strategy in collaboration with traders
• Escalates complex client needs, pricing issues, or market risks to trading leadership as appropriate

Knowledge, Skills & Abilities Requirements

• Deep understanding of taxable fixed income markets and products
• Strong client relationship management and revenue generation capabilities
• Ability to generate and communicate trade ideas and market insights
• Knowledge of market structure, liquidity dynamics, and best execution principles
• Strong collaboration skills with trading and internal partners
• Excellent communication, negotiation, and presentation skills
• Ability to perform in a fast-paced, market-driven environment

Education & Work Experience

• Bachelor’s degree in Finance, Economics, Business, or related field
• 5+ years of experience in institutional sales, with a focus on taxable fixed income markets
• Proven track record of managing and growing a client book of business
• Strong knowledge of fixed income products, including corporates, Treasuries, agencies, and structured products
• Experience working in a sales and trading environment with close interaction with trading desks

Required licenses & Certificates

• FINRA SIE, Series 7, and Series 63 required