We are looking for a Senior Institutional Sales Manager to accelerate institutional adoption and deepen relationships with hedge funds, trading firms, asset managers, family offices, and HNW professional investors.
This role requires a strong network across traditional finance and crypto-native institutions, with the ability to translate institutional needs into actionable solutions. You will serve as a strategic partner to key accounts, drive revenue growth, and strengthen the platform’s position in the global institutional market.
Responsibilities:
- Identify, engage, and onboard institutional clients, including: hedge funds, family offices, asset managers, proprietary trading firms, high-net-worth (HNW) individual clients.
- Build and manage a high-quality pipeline of institutional prospects.
- Serve as the primary contact for priority institutional accounts.
- Maintain deep, long-term relationships with key decision-makers.
- Provide timely market insights, product updates, and tailored support.
- Oversee the complete onboarding cycle: initial outreach, due diligence, KYC/AML, account setup, ongoing account support
- Work closely with trading, product, compliance, and operations teams to ensure seamless onboarding.
- Negotiate and close high-value institutional agreements.
- Attend industry events, conferences, and networking forums to strengthen presence.
- Monitor industry trends, regulatory updates, and competitor activity to identify new business opportunities.
- Provide market feedback to product teams to influence roadmap and institutional feature development.
- Achieve and exceed institutional sales targets.
- Drive meaningful trading volume and wallet share from institutional clients globally.
Requirements:
- 3+ years in institutional BD, sales, or relationship management within: crypto exchanges, prime brokerage / equity sales, capital markets, institutional crypto firms.
- Strong understanding of crypto markets, derivatives, and institutional trading flows.
- Existing network across Crypto funds / TradFi institutions / Family offices is strongly preferred.
- Excellent communication, negotiation, and presentation skills.
- Able to translate complex products (spot, futures, OTC, yield, structured solutions) to institutional clients.
- Proven track record in meeting sales targets and managing key accounts.
- Strong self-management; thrives in fast-paced, global, remote environments.
- Familiarity with compliance & regulatory standards for institutional onboarding.
- Bachelors degree in Finance, Economics, Business or related field (preferred, not required).
Nice to Have:
- Experience with OTC desks, derivatives, or structured products.
- Knowledge of quant / API trading, algorithmic trading workflows.
- Relationships with crypto-native institutions (trading firms, miners, funds, DeFi protocols).
Benefits:
- Drive institutional growth for one of the worlds leading exchanges.
- High-impact global role with significant revenue contribution.
- Work closely with product & trading teams building next-generation institutional infrastructure.
- Competitive compensation, performance-driven culture, and strong career upside.
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