Senior Manager/ Manager, Institutional Sales

About the Role

If you are looking for a challenging and rewarding opportunity in Institutional Sales, this position offers the chance to develop and expand your institutional/highnet worth client base. You will play a vital role in the journey of introducing clients to crypto instruments and creating customized crypto products that are groundbreaking in the market. As part of the operations team, you will collaborate with various stakeholders like sales traders, account managers, and sales managers, contributing to the growth of our infrastructure.

Job Responsibilities

• Pipeline Execution: Proactively source, pitch, and onboard institutional prospects, focusing on hedge funds, family offices, and proprietary trading firms.
• Solution Selling: Articulate the company's ecosystem, such as the Exchange, OTC desk, and Custody solutions, tailored to meet the specific needs of institutional traders.
• Onboarding Management: Manage the end-to-end onboarding process in coordination with Legal, Compliance, and Operations teams to ensure a seamless client trading experience.
• Relationship Management: Act as the main contact for your client portfolio, ensuring high retention rates and identifying opportunities for upselling and cross-selling new products.
• Market Insights: Provide valuable feedback to the Product and Strategy teams regarding competitor pricing, feature gaps, and client pain points.
• Sales Reporting: Maintain accurate sales activity records and forecasts within the CRM, offering regular updates on key performance indicators like Trading Volume and Assets under Management (AUM).

Job Requirements

• Experience: 4–7 years of experience in Institutional Sales, Business Development, or Relationship Management within FinTech or Traditional Finance.
• Domain Knowledge: With over 2 years of dedicated experience in the digital asset space, demonstrate solid understanding of spot/derivatives trading and custodial workflows.
• Network: Preferably hold an established network of institutional contacts, such as crypto-native funds, HFT firms, or asset managers.
• Technical Literacy: Ability to engage in discussions on API connectivity, FIX protocol, and sub-account structures with client technical teams.
• Execution Focus: Proven track record of meeting or surpassing individual sales quotas and volume targets.
• Communication: Strong presentation skills to navigate complex conversations with Portfolio Managers and Operations Heads.
• Agility: Possess a "startup" mindset with the ability to adapt swiftly to changing market conditions and regulatory environments.

Life at the Company

• Encouragement to think innovatively and take on new challenges within a supportive team environment.
• Proactive and transformative work culture that empowers employees to find innovative solutions.
• Emphasis on internal growth and skill development to shape personal and professional advancement.
• Strong camaraderie among talented colleagues fostering a collaborative atmosphere towards achieving common goals.

Benefits

• Competitive salary.
• Comprehensive medical insurance coverage for employees and dependents.
• Generous annual leave entitlement with birthday and work anniversary leave.
• Flexibility in work arrangements, including hybrid or remote setups.
• Exciting career development opportunities through internal mobility programs.
• Work perks inclusive of company-issued visa cards.

About the Company

Established in 2016, the company serves a vast customer base globally in the cryptocurrency industry. Committed to promoting cryptocurrency adoption, the company focuses on security, privacy, and compliance while fostering a fair digital ecosystem. An equal opportunities employer, the company values diversity and inclusion, seeking candidates from various backgrounds and skills to enrich its team. Personal data obtained from applicants will be used solely for recruitment purposes.