Institutional Sales Manager, Crypto Exchange

Our client is a global digital asset and financial technology platform serving institutional and high-value clients across trading, custody, payments, liquidity, financing, and investment solutions. Currently they are hiring an Institutional Business Development & Relationship Manager.

As part of our Institutional team, you will work closely with sophisticated market participants and play a key role in driving business growth, client acquisition, and strategic relationship management across global markets.

This is a hybrid commercial role combining institutional sales, relationship management, and strategic account development

Responsibilities

• Acquire and develop relationships with institutional and high-value clients including hedge funds, proprietary trading firms, brokers, market makers, family offices, fintechs, and corporate cients.
• Drive business growth through client acquisition, strategic partnerships, and expansion of existing institutional accounts.Serve as the primary relationship manager and trusted advisor for a portfolio of institutional clients.
• Understand client trading behavior, operational workflows, and business needs to propose tailored platform solutions and products.Coordinate closely with internal teams including trading, product, legal, compliance, risk, operations, custody, payments, and finance teams to support client onboarding and ongoing business activities.
• Manage the full client lifecycle including prospecting, onboarding, activation, retention, and growth.Support institutional clients across products including spot, derivatives, OTC, custody, API trading, financing, yield products, payments, and structured solutions.
• Work closely with clients on API integration, trading infrastructure setup, and operational requirements where necessary.
• Maintain strong communication with key stakeholders and provide timely support across multiple communication channels.
• Collect market intelligence and client feedback to identify business opportunities, product enhancements, and competitive positioning.
• Track pipeline development, revenue performance, trading activity, and relationship health through CRM and internal reporting systems.
• Participate in regional and global industry events, conferences, networking sessions, and client meetings to expand institutional presence and business opportunities.
• Prepare account plans, market analysis, and strategic recommendations for management review.

Requirements

• 5 years of experience in institutional sales, relationship management, business development, or account management within crypto, financial services, fintech, FX, brokerage, capital markets, or investment banking industries.
• Strong understanding of cryptocurrency markets, trading platforms, derivatives, market structure, and institutional trading workflows.
• Proven track record in acquiring and managing institutional or high-net-worth client relationships with measurable commercial KPIs.
• Existing network within crypto, trading, hedge fund, brokerage, HFT, fintech, or institutional investment communities is highly preferred.
• Strong commercial mindset with the ability to identify opportunities and drive revenue growth.
• Excellent relationship management and stakeholder communication skills.
• Ability to work independently in a fast-paced and high-pressure global environment.
• Experience working cross-functionally with product, operations, legal, compliance, and risk teams.
• Familiarity with API trading, institutional onboarding processes, custody solutions, or OTC workflows is a strong advantage.
• Experience using CRM systems and pipeline management tools.
• Strong analytical and problem-solving skills with attention to detail.
• Passion for digital assets, financial markets, and emerging technologies.
• Fluency in English is required. Additional languages are a plus.