Our client is one of the world's leading cryptocurrency trading platforms, trusted by over 45 million users across more than 200 countries and regions. Founded with a mission to enable the secure and efficient movement of value worldwide, the platform has grown into a globally ranked Top 10 exchange and a recognised industry leader in proof-of-reserves transparency and platform security.
The exchange offers a comprehensive trading ecosystem spanning spot trading, futures and derivatives, margin trading, OTC block trading, DeFi products, and automated trading bots — with over 1,000 listed tokens and $3+ billion in daily trading volume. It holds institutional-grade security certifications including ISO 27001:2022, SOC 2 Type II, and PCI DSS, and has recently integrated with a major institutional custody provider to further strengthen its institutional offering. The business is actively expanding its regulatory footprint globally, with licensed operations across multiple jurisdictions and a MiCA application filed in the EU.
Backed by prominent investors and having completed a $150 million Series B, this is a high-growth, mission-driven business at the forefront of the digital asset industry — committed to making crypto accessible, secure, and rewarding for both retail and institutional participants alike.
The Opportunity
As Key Account Manager – Institutional BD, you will play a pivotal role in driving the exchange's institutional growth strategy. You will be responsible for identifying, engaging, and onboarding high-value institutional clients — including hedge funds, asset managers, family offices, proprietary trading firms, and HNW individual investors — leveraging your network and expertise to establish the business as the trusted partner of choice in the institutional digital asset space.
Key Responsibilities
• Identify and proactively engage institutional prospects, including hedge funds, asset managers, family offices, and proprietary trading firms.
• Manage and nurture key account relationships, serving as the primary point of contact for senior institutional stakeholders.
• Oversee the full client onboarding lifecycle — from initial outreach through KYC/AML compliance, account setup, and ongoing relationship management.
• Collaborate cross-functionally with product, trading, and compliance teams to ensure a seamless client experience from onboarding through activation.
• Monitor industry trends, regulatory developments, and competitive dynamics to identify emerging business opportunities.
• Represent the business at industry conferences, events, and networking forums to enhance brand visibility and cultivate new relationships.
• Feed market and client insights back to internal teams to inform product development and service improvements.
• Negotiate and close high-value commercial agreements with institutional counterparties.
Requirements
• 3+ years of experience in institutional business development, sales, or relationship management within a crypto exchange, traditional finance (equity sales, prime brokerage, or capital markets), or a closely related field.
• Deep understanding of cryptocurrency markets, trading products, and blockchain technology.
• An established network within institutional crypto or traditional finance circles.
• Demonstrated track record of consistently meeting or exceeding revenue targets.
• Exceptional communication, negotiation, presentation, and interpersonal skills.
• Ability to work autonomously and collaboratively in a high-velocity, dynamic environment.
• Familiarity with regulatory and compliance requirements pertinent to institutional clients.
• Bachelor's degree in Finance, Business, Economics, or a related discipline (preferred).
Nice to Have
• Experience with OTC trading desks, derivatives, or structured crypto products.
• Knowledge of API trading, quantitative strategies, and algorithmic trading.
• Existing relationships with crypto-native institutions such as trading firms, miners, or DeFi protocols.
• Multilingual proficiency to engage global client bases.