Sales & Trading: 2026 Talent Insights

From rising volatility to evolving team structures, 2025 was a transformative year for the sales & trading sector. As talent pools shrink, compensation expectations rise, and AI changes entry-level workflows, hiring strategies are evolving across commodities, credit, and macro desks.

In this video, George Carroll, Director at Selby Jennings, shares a view into the trends shaping sales & trading hiring, and how firms can stay competitive in 2026. The insights are also explored in the written summary below.

 

What changed in sales and trading in 2025, and how did that impact hiring?

"The market moved fast, and so did hiring. With trading desks under pressure to capitalize on volatility, firms shifted focus away from safe, senior leadership toward top-performing traders who can drive returns now. In commodities, especially oil, senior roles were cut more freely than in previous years. The priority became performance over tenure.

"In metals and energy, aggressive hiring defined the year. Trading houses and majors were actively hiring from one another, inflating compensation packages across the board. Sign-on bonuses, guarantees, and accelerated promotions became the norm.

"Elsewhere, a centralization trend emerged. Tighter margins have led firms to consolidate product lines to better capture arbitrage opportunities. In market sales, the focus has shifted from wallet share to market share, with teams targeting smaller or previously underserved geographies, such as the Nordics, to expand reach."

What should firms and professionals prioritize in 2026?

"Hiring cycles are no longer seasonal. Instead, demand spikes occur in highly specific areas and those that move first win. Firms are increasingly building “benches” of pre-qualified talent to act fast when niche roles open. In this landscape, proactivity is everything and if candidates have experience in these sought-after specialties, it should be obvious on their resume.

"To attract and retain talent, flexibility and incentives are now essential. Candidates expect location flexibility, competitive compensation, and some form of financial incentive to consider a move. Firms that delay, hesitate, or offer generic terms are quickly losing out to competitors willing to move fast and put their best foot forward, first.

"The key message for 2026: be punchy, be proactive, and protect your high performers before they’re approached elsewhere."

How is AI changing the sales and trading sector?

"Artificial intelligence is quietly but clearly reshaping workflows, particularly at the junior level. Tasks historically owned by analysts, such as building pitch decks, generating comparables, and producing daily market commentary, are now being handled by AI tools.

"We're also noticing that a lot of resumes are beginning to look remarkably similar, raising the bar for standout talent. This means in the recruitment space we are now diving even deeper into a professionals achievements in each role to find a differentiator.

"This evolution is also shifting the value of experience. While AI is replacing repetitive tasks, it’s also exposing gaps in outdated skill sets. More senior professionals without tech fluency are facing greater scrutiny, and those unable to adapt risk falling behind in a sector that demands constant evolution."

To discuss your hiring plans for 2026 or explore current sales and trading opportunities, request a call back or browse open roles.