Senior Manager/ Manager, Institutional Sales, Italy

The institutional sales team holds an exciting opportunity for proactive individuals to grow and nurture their institutional and high-net-worth client base. This role involves guiding clients through the process of onboarding to their first crypto instrument, as well as designing unique crypto products tailored specifically to each client. Whether in operations, you will engage with various stakeholders such as sales traders, account managers, and sales managers in support of expanding the company's infrastructure.

About the Role

In this position, you will play an integral role in driving institutional growth within the company. Your responsibilities will entail identifying and seizing opportunities across a diverse global client base, contributing to the continued evolution of the market landscape. This role seeks individuals with a dynamic and energetic approach who excel in managing the complete sales cycle while serving as a vital connection between institutional clients and the range of digital asset services offered by the company. Working closely with senior leadership, you will implement growth strategies autonomously while focusing on achieving personal sales targets and enhancing your client base.

Job Responsibilities

• Pipeline Execution: Proactively engage with and onboard institutional prospects, with a specific focus on hedge funds, family offices, and proprietary trading firms.

• Solution Selling: Articulate the company's suite of offerings, including the Exchange, OTC desk, and Custody solutions, to meet the unique requirements of institutional traders.

• Onboarding Management: Coordinate with Legal, Compliance, and Operations teams to oversee the end-to-end onboarding process, ensuring a seamless transition for new clients.

• Relationship Management: Maintain close relationships with your client portfolio, drive retention, and identify opportunities for potential upselling and cross-selling initiatives.

• Market Insights: Provide valuable feedback to Product and Strategy teams on competitor pricing, feature gaps, and client concerns derived from your interactions on the ground.

• Sales Reporting: Keep meticulous records of sales activities and forecasts in the CRM system, offering regular updates on key performance indicators such as Trading Volume and Assets under Management (AUM).

Job Requirements

• Experience: Possess 4–7 years of experience in Institutional Sales, Business Development, or Relationship Management within the FinTech or Traditional Finance sector.

• Domain Knowledge: Hold at least 2 years of specialized experience in the digital asset industry, with a solid understanding of spot/derivatives trading and custodial workflows.

• Network: Preferably have an established network of institutional contacts, such as crypto-native funds, HFT firms, or asset managers.

• Technical Literacy: Strong ability to discuss technical aspects like API connectivity, FIX protocol, and sub-account structures with client technical teams.

• Execution Focus: Demonstrate a track record of meeting or exceeding sales quotas and volume targets at an individual level.

• Communication Skills: Exhibit strong presentation abilities and navigate complex discussions with Portfolio Managers and Operations Heads effectively.

• Agility: Showcase a flexible "startup" mindset, adapting quickly to changes in market conditions and regulations.

Company Culture

• Encouragement to explore new opportunities within the company while collaborating with a driven and supportive team.

• Innovative working environment that inspires proactive solutions.

• Continuous support for personal and professional growth through skill development programs.

• Emphasis on teamwork and mutual support to achieve the common goal of making cryptocurrency accessible to all.

Benefits

• Competitive salary packages.

• Comprehensive medical insurance coverage including dependents.

• Generous annual leave entitlements.

• Flexible working arrangements and opportunities for career advancement.

• Access to company perks such as a [Company Name] visa card.

About the Company

Founded in 2016, [Company Name] serves over 150 million customers worldwide and is a leading global cryptocurrency platform. Committed to enhancing cryptocurrency adoption through innovation, the company focuses on creating a fair and equitable digital ecosystem. [Company Name] is dedicated to fostering diversity and inclusion in the workplace, welcoming individuals from various backgrounds to join its team.

Applicants' personal data is collected for recruitment purposes only. Please note that only shortlisted candidates will be contacted for further proceedings.