Director, Institutional Sales

The institutional sales team offers an exciting opportunity to cultivate and expand institutional and high-net-worth clientele. You will play a vital role in guiding clients through their initial interactions with crypto instruments, tailoring unique crypto solutions for each client. If you are part of the operations team, you will collaborate with various stakeholders, including sales traders, account managers, and sales managers, to support the growth of our infrastructure.

About the Role

As the Director of Institutional Sales, you will drive the institutional growth of the organization within the United States. You will navigate the intersection of traditional finance and decentralized technology, identifying and leveraging opportunities across a diverse client base. This role is autonomous and ideal for individuals who enjoy taking ownership and are adept at building customized solutions in collaboration with global product teams, ranging from credit and custody services to specialized trading instruments.

Responsibilities

• Lead Generation & Conversion: Proactively identify and onboard institutional prospects such as proprietary trading funds, hedge funds, asset managers, and family offices.
• Consultative Selling: Understand client needs deeply to present a comprehensive suite of offerings, including the Exchange, OTC desk, Custody solutions, and Crypto-as-a-Service.
• Product Innovation: Identify market gaps and collaborate with internal teams to introduce innovative institutional-grade products and services.
• Market Ambassadorship: Represent the organization at key industry events to enhance brand presence and establish a stronger institutional footprint.
• Full Deal Lifecycle: Manage the complete sales process—from initial engagement and research to negotiating and finalizing complex partnership agreements.
• Retention & Feedback: Maintain strong client relationships to gather feedback for continuous enhancement of products and services.
• Competitive Intelligence: Stay informed about market trends and competitors to ensure a top-tier value proposition.

Requirements

• Seniority: Over 7 years of experience in Institutional Sales or Business Development in a high-growth financial environment.
• Crypto Expertise: Minimum of 5 years specializing in the digital asset/Web3 space, particularly in outbound sales for Exchanges, Custodians, or Prime Brokers.
• Industry Network: Strong networking abilities within hedge funds, trading firms, banks, asset managers, and OTC desks.
• Strategic Execution: Track record of initiating, managing, and monetizing institutional relationships with demonstrated revenue and volume growth outcomes.
• Product Knowledge: In-depth understanding of institutional-grade products, including OTC flows, API trading, and custodial frameworks.
• Communication: Excellent communication skills to convey complex financial concepts effectively to senior executives.
• Entrepreneurial Mindset: Ability to thrive in a dynamic, regulatory environment while focusing on key performance indicators.

Life at Crypto.com

• Encouraged to innovate and collaborate within a supportive team.
• Forward-thinking work environment that fosters proactive problem-solving.
• Opportunities for personal and professional growth through skill development.
• Vibrant work culture focused on mutual support and collaboration towards common goals.

Benefits

• Competitive salary.
• Comprehensive medical insurance with extended coverage for dependents.
• Generous annual leave entitlement and work flexibility options.
• Internal mobility program for diverse career growth opportunities.
• Exclusive work perks for employees.

Founded in 2016, Crypto.com is dedicated to accelerating cryptocurrency adoption by offering innovative solutions for customers globally. Our core values of security, privacy, and compliance shape the development of a more equitable digital ecosystem. We are an equal opportunities employer committed to fostering a diverse and inclusive workplace culture. Personal data provided during the recruitment process is strictly used for recruitment purposes. Only shortlisted candidates will be contacted.

Please note that AI tools might be employed to analyze applications for this position to support recruitment efforts. The final hiring decisions are made by human evaluators in consideration of all relevant information. For further details on data processing, please reach out to us.