Job Title: Key Account Institutional Sales Manager
As the Institutional Sales Manager (BD), you will be responsible for identifying, engaging, and onboarding institutional clients, including hedge funds, asset managers, family offices, proprietary trading firms and HNW Individual clients. You will leverage your extensive network and deep understanding in the crypto markets to drive revenue growth and strengthen our position as a trusted partner for institutional clients.
Key Responsibilities
- Identify and reach out to institutional clients, including hedge funds, asset managers, family offices, and proprietary trading firms.
- Manage and maintain close relationships with the key accounts and serve as the key contact person.
- Oversee the full client onboarding cycle, from initial outreach to KYC/AML compliance, account setup, and ongoing support.
- Collaborate with internal teams (product, trading, compliance) to ensure seamless onboarding and ongoing support for institutional clients.
- Stay ahead of industry trends, regulatory developments, and competitor activities to identify new business opportunities.
- Attend industry events, conferences, and networking forums to enhance brand visibility and build relationships.
- Provide market feedback to internal teams to help shape product offerings and improve client experience.
- Negotiate and close high-value deals with institutional clients.
Requirements
- 3+ years of experience in institutional business development, sales, or relationship management, preferably within a crypto exchange, traditional finance (equity sales, prime brokerage, or capital markets), or a related field.
- Deep understanding of cryptocurrency markets, trading products, and blockchain technology.
- Extensive network of contacts within the institutional crypto space or traditional finance.
- Proven track record of meeting or exceeding sales targets and driving revenue growth.
- Strong communication, negotiation, presentation and interpersonal skills.
- Ability to work independently and collaboratively in a fast-paced, dynamic environment.
- Familiarity with regulatory requirements and compliance standards for institutional clients.
- Bachelor’s degree in Finance, Business, Economics, or a related field (preferred).
Nice-to-Have
- Experience working with OTC trading desks, derivatives, or structured products.
- Knowledge of API trading, quantitative trading and algorithmic trading strategies.
- Existing relationships with crypto-native institutions, such as trading firms, miners, or DeFi protocols.
- Proficiency in multiple languages to facilitate communication with global clients and partners