Job Description

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).
• Multilingual capabilities for global BD (Mandarin highly preferred).
  

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.