Senior Manager/ Manager, Institutional Sales

The institutional sales team provides an exciting opportunity to build and manage institutional/high-net-worth clientele. You will play a key role in the journey of onboarding clients to using crypto instruments and crafting unique crypto products for them. If you are part of the operations team, you will collaborate with various stakeholders such as sales traders, account managers, and sales managers to support the growth of our expanding infrastructure.

About the role

As a Manager of Institutional Sales, you will drive institutional growth within the evolving market landscape. Your role involves identifying and seizing opportunities across a diverse global client base. The position requires a proactive individual who can navigate the entire sales process effectively, connecting institutional clients with our digital asset services. You will work closely with senior leadership to implement growth strategies while independently managing your sales targets and client portfolio.

Job Responsibilities

• Pipeline Execution: Actively source, pitch, and onboard institutional prospects, with a focus on hedge funds, family offices, and proprietary trading firms.
• Solution Selling: Position the company's offerings, such as the Exchange, OTC desk, and Custody solutions, to meet the specific needs of institutional traders.
• Onboarding Management: Lead the onboarding process for new clients from start to finish in collaboration with Legal, Compliance, and Operations teams.
• Relationship Management: Serve as the main contact for your client portfolio to ensure high retention rates and identify new opportunities for product upselling or cross-selling.
• Market Insights: Provide feedback to the Product and Strategy teams based on competitor pricing, feature gaps, and client feedback.
• Sales Reporting: Maintain accurate records of sales activities and forecasts within the CRM, delivering regular updates on key performance indicators such as Trading Volume and Assets under Management (AUM).

Job Requirements

• Experience: 4–7 years in Institutional Sales, Business Development, or Relationship Management in FinTech or Traditional Finance.
• Domain Knowledge: Minimum of 2 years in the digital asset space with a strong understanding of spot/derivatives trading and custodial workflows.
• Network: Possess an existing network of institutional contacts, preferably within crypto-native funds, HFT firms, or asset managers.
• Technical Literacy: Ability to discuss technical concepts such as API connectivity, FIX protocol, and sub-account structures with client technical teams.
• Execution Focus: Demonstrated record of meeting or exceeding individual sales quotas and volume targets.
• Communication: Strong presentation skills to engage with Portfolio Managers and Operations Heads effectively.
• Agility: Ability to adapt quickly to changing market conditions and regulatory environments with a startup mindset.

Life at the Company

• Encourages thinking big and exploring new opportunities within a talented and supportive team.
• Provides a transformational and proactive working environment to empower employees to find innovative solutions.
• Offers growth opportunities to develop new skill sets for personal and professional advancement.
• Fosters a collaborative work culture where colleagues support each other towards a common goal of increasing cryptocurrency adoption.

Benefits

• Competitive salary with benefits package including medical insurance.
• Generous annual leave entitlement and work flexibility.
• Internal mobility program for career advancement.
• Employee benefits such as a company visa card.

About the Company:

Founded in 2016, the Company serves millions of customers globally on a mission to accelerate cryptocurrency adoption through innovation. Committed to security, privacy, and compliance, the Company aims to create a fairer and more equitable digital ecosystem.