Institutional Sales Lead

Role Overview

We are seeking an experienced Institutional Sales Lead to spearhead our engagement with institutional clients including funds, proprietary trading firms, market makers, and family offices. Your primary focus will be managing and expanding relationships within the crypto derivatives trading ecosystem, particularly with options and perpetual contracts.

Key Responsibilities

• Take ownership of institutional sales efforts and foster strong client partnerships actively engaged in crypto derivatives trading.
• Oversee market maker relationships to ensure robust liquidity, competitive spreads, and optimal trading results on our platform.
• Lead negotiations on commercial terms, incentives, and volume contracts for institutional clients and liquidity partners.
• Serve as a senior external face representing the company, articulating product advantages and market position.
• Manage the entire institutional onboarding journey from initial contact to activation, coordinating closely with internal teams.
• Collaborate with Product, Engineering, and Operations teams to relay client feedback for continuous improvement of our trading infrastructure and liquidity offerings.
• Analyze trading activity, market structure developments, and competitor movements to strategically adapt sales approaches.
• Represent the company at key industry events and trading forums to broaden the institutional client base and enhance brand reputation.
• Develop scalable, repeatable sales methodologies along with pipeline and revenue forecasting processes.

Required Skills and Experience

• A minimum of 7 years working in institutional sales within sectors such as crypto, traditional finance, derivatives trading, or trading infrastructure.
• Deep knowledge of crypto derivatives markets including options and perpetual contracts, as well as institutional trading operations.
• Proven ability to manage market makers and liquidity provider relationships successfully.
• Track record of acquiring and closing new institutional trading accounts.
• Strong commercial insight with experience in negotiating trading conditions, incentives, and rebate schemes.
• Excellent communication and stakeholder relationship skills.
• Highly self-motivated with an ability to thrive in dynamic, fast-growing trading environments.
• Well-connected within the global crypto trading, market making, or derivatives community.

Preferred Qualifications

• Experience at crypto exchanges (centralized or decentralized), prime brokerages, trading platforms, or derivatives marketplaces.
• Background managing liquidity programs or providing market maker coverage.
• An established portfolio of institutional trading contacts.
• Multilingual skills, such as fluency in English plus Mandarin or other major regional languages.