Head of Partnerships and Distribution, Asia Pacific

Job description

**The Challenge and the Opportunity** The digital asset ecosystem, a multi-trillion dollar market, is expanding at an unprecedented pace. This growth has outpaced the insurance industry's ability to provide the sophisticated risk mitigation strategies necessary for institutional adoption. With only 1 to 2 percent of total digital assets currently insured, a significant gap exists, driven by a lack of industry expertise, insufficient capacity, and products ill-suited for the unique, convergent risks of this space. Soter was established to solve this problem. We are not simply filling a gap; we are architecting the future of risk management for the future of finance. Backed by industry leaders including Galaxy Digital, Further Ventures, Brevan Howard Digital Assets, and Coinbase regulated by the Bermuda Monetary Authority (BMA) and Dubai Financial Services Authority, Soter writes specialty cover across D&O, Professional Indemnity, Crime, Specie and Slashing for digital asset risks. Our portfolio includes the world's first hybrid USD-BTC denominated policies and specialised ETH denominated slashing coverage. Asia Pacific is Soter's next major distribution market. Hong Kong is a leading global and regional hub for regulated digital asset activity, whilst Singapore and Australia also present distinct, addressable opportunities for our specialty platform. Soter is establishing a Hong Kong presence to anchor this regional expansion and build the broker partnerships through which Soter's specialty capacity will reach APAC custodians, exchanges, fund managers, and trading firms. **Your Role** The Head of Partnerships and Distribution, APAC will lead Soter's broker development and distribution strategy across the Asia Pacific region from a Hong Kong base. The role builds and manages Soter's relationships with licensed and regional specialty brokers, drives qualified submission flow to Soter's Bermuda licensed Insurance Company, and represents Soter at an industry level across the region. This is predominantly a broker-facing distribution role, operating as Soter's lead for access and growth strategy in the region. The candidate would work with licensed specialty broker networks, building those broker partnerships, representing Soter at industry events and panels, and acting as Soter's regional thought leader on digital asset risk and risk transfer solutions. The role also involves building Soter's direct network with digital asset operators on a relationship and knowledge sharing basis in a compliant manner. **Architecting Distribution in APAC** - **Build out our broker network.** Identify, onboard, build out and manage a panel of HK-licensed specialty brokers. Establish Soter as a preferred capacity partner across licensed and regional specialty brokers. - **Drive submission flow.** Route opportunities to the appropriate Soter underwriting team. Maintain CRM-tracked APAC submission pipeline reporting weekly to the Head of Underwriting. - **Educate the market.** Provide product training, technology walk-throughs, and thought leadership as well as feedback to brokers. Convert Soter's deep technical knowledge of digital asset risk into broker-side capability across the region. - **Represent Soter at industry level.** Speak on panels and at industry forums (Consensus, FinTech Week, Token2049, and equivalent across the region) on digital asset risk, custody architecture, and specialty insurance evolution. Engage with regional regulators and industry bodies (IA, SFC, HKMA, MAS, JFSA) at industry level. - **Provide market Feedback.** Turn feedback into action within Soter's product development and underwriting strategy. Identify emerging risks and product opportunities across DeFi, tokenisation, Layer-2 infrastructure, and institutional custody. - **Build the regional platform.** As Soter's first APAC hire, contribute directly to the strategic shape of the regional operation, the eventual evolution from rep office to licensed intermediary or coverholder structure, and the scaling of the team. **The Intellectual Challenge** The digital asset market presents a unique distribution challenge in Asia Pacific. Regulatory frameworks across the region are evolving rapidly and unevenly. Risks are interconnected and constantly developing. The underlying technology creates novel failure points, from smart contract exploits to systemic contagion, that traditional insurance models do not adequately address. Local broker markets are still building the expertise needed to place these risks at scale. Soter was engineered to solve these challenges. With robust regulatory standing under the BMA and DFSA, a global footprint, and backing from industry leaders, we are uniquely positioned to architect institutional-grade insurance solutions for the digital asset economy. We are moving beyond fiat-denominated products to offer risk-aligned, crypto-native coverage that solves real-world problems for the industry's most sophisticated players. This role is for a senior distribution leader who wants to build the broker market for institutional digital asset insurance in Asia Pacific and be the face and key point of contact for Soter in the region. The successful candidate will not just sell, but architect: shaping how digital asset risk is understood, priced, and transferred across the region's broker market over the coming years. **Requirements** - **Proven distribution leadership.** 5 to 10 years of specialty financial lines distribution experience across Asia Pacific. Existing broker relationships across the global broking houses (Marsh, Aon, WTW, Howden, Lockton, Gallagher) and credible engagement with crypto-native specialist brokers. - **Multi-line expertise.** Demonstrated ability to distribute or place at least three of Soter's six lines: D&O, PI, Crime, Specie, Slashing, and Cyber. A specialty financial lines background is essential; digital asset domain experience is a strong plus. - **Digital asset literacy.** Base understanding of digital asset risks (custody architecture, MPC and HSM-based key management, exchange operations, staking and slashing mechanics, DeFi protocol risk, bridge risk, tokenisation) to credibly engage with broker specialty teams and contribute to product evolution. - **Systematic thinking.** The ability to think across product lines, jurisdictions, and risk types. The digital asset insurance market requires holistic risk architecture, not single-product distribution. - **Communicative leadership.** Excellent communication skills and the technical literacy to hold one's own in discussions with CTOs, custody architects, broker placement leads, and regulators. - **Right to work in Hong Kong** or the capacity to obtain a Hong Kong Employment Visa sponsored by Soter HK Services Limited. Fluent English; Cantonese strongly preferred; Mandarin a plus. **Compensation** - Competitive compensation and benefits package - Participation in Soter's Equity Plan **Why Soter** Soter is a BMA and DFSA-regulated insurer at the vanguard of digital asset risk transfer. The Asia Pacific role is a foundational hire: the successful candidate will architect Soter's regional distribution model, work directly with the underwriting leadership, and build a regional platform that scales over the coming years. You will operate at the intersection of traditional specialty insurance and digital asset risk, with the regulatory standing, capital base, and technical capability to write the institutional-grade coverage the market increasingly demands. You will join a small, highly skilled team that includes some of the most experienced operators in the digital asset insurance space. For a senior distribution professional with the right combination of broking relationships, regulatory discipline, and digital asset literacy, this is a career-defining opportunity to build something that does not yet exist in Asia Pacific.