Head of Institutional Sales Full Time NEW

Our client is a major cryptocurrency derivatives exchange, who is seeking a commercially driven Global Head of Institutional Sales to lead the expansion of institutional client revenue across global markets. This role is responsible for defining and executing the institutional sales strategy, driving client acquisition, deepening trading relationships, and scaling institutional flow across hedge funds, asset managers, brokers, proprietary trading firms, market makers, and financial institutions. The position focuses on revenue growth, client coverage, and sales execution, working closely with product, trading, and operational teams to deliver best-in-class institutional solutions.

Key Responsibilities

Institutional Sales Strategy & Revenue Growth

• Define and execute the global institutional sales strategy to drive trading volume, client revenue, and market share growth.

• Build and manage a strong institutional sales pipeline across priority regions including APAC, EMEA, and the Americas.

• Identify high-value institutional segments and develop targeted go-to-market and client acquisition strategies.

• Drive measurable growth across derivatives, spot, OTC, financing, and liquidity solutions.

Client Acquisition & Relationship Management

• Originate, develop, and expand relationships with institutional clients including hedge funds, asset managers, brokers, proprietary trading firms, and market makers.

• Act as senior commercial sponsor for strategic institutional accounts.

• Increase client wallet share through cross-selling trading, liquidity, custody, and financing solutions.

• Lead negotiations of commercial terms, trading arrangements, and strategic partnerships.

Global Sales Leadership

• Build, lead, and scale a high-performing global institutional sales organization.

• Establish sales governance, coverage models, performance metrics, and revenue targets.

• Mentor regional sales leaders and ensure consistent execution standards across markets.

• Drive a performance-oriented sales culture focused on accountability and outcomes.

Commercial Collaboration

• Partner closely with Product, Trading, Treasury, and Operations teams to align institutional

client needs with platform capabilities.

• Provide structured client feedback to influence product prioritization and market

competitiveness.

• Support strategic institutional initiatives including liquidity expansion and ecosystem

partnerships.

Qualifications

Institutional Sales Leadership

• 10+ years of experience in institutional sales, prime brokerage, electronic trading, or capital

markets within crypto, fintech, or traditional financial institutions.

• Proven track record of driving institutional revenue growth and building scalable global sales

teams.

Client Network & Commercial Execution

• Established relationships with institutional trading clients such as hedge funds, proprietary

trading firms, brokers, or market makers.

• Demonstrated success in originating and closing large institutional trading relationships.

Market Expertise

• Strong understanding of institutional trading workflows across derivatives, spot, OTC, and

electronic execution environments.

• Deep familiarity with digital asset markets and institutional participant behavior.

Leadership & Influence

• Strong commercial mindset with excellent negotiation and stakeholder management

capabilities.

• Ability to operate effectively in fast-scaling, global, and high-performance environments.

Regulatory Awareness

• Working knowledge of institutional trading regulations and global market structures relevant

to digital assets and financial markets.