Institutional Partnerships Manager

Caladan brings rationality to strange and unruly markets. We support exchanges, tokens, and institutional investors with on-exchange liquidity, API liquidity, OTC derivatives, DeFi expertise, treasury solutions, and investments. Since 2017 we've been a pioneer in crypto market-making, powering over $170B in annual transactions across 1000 assets.

At Caladan, we believe that accessing digital asset liquidity should be seamless, fast, and tailored. To further that, we are looking for an Institutional Partnerships Manager, to join our global team.

What you’ll be doing

Counterparty Acquisition and Growth:

• Develop and execute sales strategies to distribute crypto financial solutions to institutional counterparties globally.
• Build and maintain relationships with high-value stakeholders, including crypto prime brokers, custodians with active trading desks, broker-dealers’, hedge funds, family offices, asset managers, exchanges, and trading desks.
• Own and achieve P&L targets through external engagement and business development

Sales Cycle Management:

• Lead end-to-end sales processes, including origination, qualification, negotiations, contract closures and onboarding
• Leverage CRM tools to forecast pipelines, manage opportunities, and report on sales metrics

Advisory and Product Expertise:

• Act as a trusted advisor, offering insights into derivatives, algorithmic strategies, market-making, and liquidity solutions in both centralized (CeFi) and decentralized (DeFi) ecosystems
• Stay informed about crypto regulations, RFQ protocols, and exchange mechanics to guide clients effectively

Collaboration with Internal Teams:

• Work closely with trading, technology, and operations teams to deliver seamless counterparty experiences.
• Coordinate with marketing and ecosystem development teams to promote Caladan’s brand and expand its footprint in the crypto landscape.

The Ideal Candidate

Experience and Expertise:

• Proven track record of exceeding sales quotas in institutional finance or trading environments.
• Deep understanding of cryptocurrency markets, including derivatives, algorithmic trading, RFQs, market-making, and liquidity.
• Previous experience in building new businesses within sales, trading, or business development roles at leading firms.

Sales Skills and Methodologies:

• Proficient in account-based marketing, objection handling, pipeline forecasting, and challenger sales.
• Skilled in presenting complex solutions to diverse audiences, with exceptional communication and negotiation abilities.

Entrepreneurial Mindset:

• A self-starter with the ability to thrive in fast-paced, high-growth environments
• Passionate about driving results and scaling business opportunities