Director, Institutional OTC & Stablecoin Liquidity Sales
Skills
About This Role
Overview
Senior Director, Institutional OTC & Stablecoin Flow Origination
Crypto-Fiat Liquidity \| USDT / USDC Settlement \| OTC Flow \| Emerging-Market Corridors
Our client is a high-growth digital payments and settlement group operating across Asia, the Middle East, and emerging markets.
The business provides regulated fiat and stablecoin settlement infrastructure for institutions that need fast, compliant, cross-border movement of value.
Its platform connects digital asset companies, exchanges, OTC desks, brokers, market makers, payment companies, treasury teams, and financial institutions to fiat payout rails, stablecoin liquidity, on/off-ramp solutions, and local currency settlement corridors.
The company is now looking for a senior commercial originator who can bring real institutional flow across USDT, USDC, OTC, exchange settlement, broker settlement, treasury, and emerging-market liquidity corridors.
The role
This is a senior revenue origination role for someone with an existing book of institutional crypto, OTC, exchange, broker, market-maker, treasury, and stablecoin relationships.
You will be responsible for originating, converting, and scaling recurring monthly flow into the company’s fiat and stablecoin settlement network.
The mandate is not to create partnership announcements or non-commercial MOUs.
The mandate is to bring live client volume.
The successful candidate will be able to convert relationships into KYB-approved clients, test trades, recurring settlement activity, and measurable revenue within the first 60–90 days.
You will work directly with senior leadership, treasury, compliance, operations, and product teams to price, structure, and scale institutional flow across key corridors.
Key responsibilities
- Originate institutional and high-volume clients across crypto OTC, stablecoin settlement, exchange settlement, broker settlement, market-maker settlement, Web3 treasury, payment companies, funds, and digital asset businesses.
- Sell stablecoin-to-fiat, fiat-to-stablecoin, OTC execution, digital asset treasury, local payout, and emerging-market settlement capabilities.
- Bring flow across corridors such as:
- USDT / USDC to THB
- THB to USDT / USDC
- SGD / HKD / USD to ASEAN local currencies
- Europe / Middle East / Asia crypto-to-fiat settlement
- Stablecoin-to-bank payout
- OTC settlement for emerging markets
- Exchange, broker, and market-maker settlement flows
- Own the full commercial cycle from prospecting and relationship activation through to KYB, pricing, test trade, first settlement, recurring monthly volume, and account expansion.
- Build and manage a pipeline of exchanges, OTC desks, crypto brokers, market makers, prop firms, crypto funds, stablecoin companies, Web3 businesses, payment companies, and treasury clients.
- Work with Treasury on pricing, spreads, liquidity sourcing, inventory management, settlement timing, and corridor competitiveness.
- Work with Compliance and Risk teams to support KYB/KYC, source-of-funds review, sanctions screening, transaction monitoring, and institutional risk controls.
- Report pipeline and performance by client, corridor, expected monthly volume, spread, revenue, blockers, and go-live date.
- Operate with direct senior-management visibility and clear weekly revenue accountability.
- What we are looking for
- You are a proven institutional crypto, OTC, liquidity, FX, payments, or digital asset sales professional with relationships that can convert into real flow.
- You understand that this role is about revenue, settlement volume, spreads, and execution quality.
- You have sold to institutional counterparties and know how to move conversations from introduction to documentation, pricing, test trade, and recurring activity.
- You should have strong knowledge of USDT, USDC, fiat on/off-ramps, OTC execution, exchange settlement, custody, settlement risk, spread, slippage, liquidity management, compliance requirements, and emerging-market payout rails.
- Required experience
- 5–10+ years of experience in one or more of the following areas: Crypto OTC sales, Institutional digital asset sales, Stablecoin payments, Crypto-fiat liquidity, FX sales, Exchange sales, Market-maker or broker relationships, Digital asset treasury, Cross-border, payments, Emerging-market settlement
- A proven existing network across OTC desks, exchanges, brokers, market makers, funds, stablecoin users, PSPs, treasury teams, and digital asset institutions.
- Demonstrable history of originating high-volume institutional flow.
- Strong understanding of USDT / USDC liquidity, fiat settlement, on/off-ramp infrastructure, execution risk, pricing, spreads, slippage, custody, KYB/KYC, and transaction monitoring.
- Ability to operate under CEO/CRO-level commercial pressure.
- A track record of closing live revenue-generating flow, not just strategic partnerships.
- Strong advantage
- Existing institutional relationships across Southeast Asia, Hong Kong, Singapore, Dubai, the Middle East, or Europe.
- Experience selling into exchanges, OTC desks, crypto brokers, payment processors, market makers, prop trading firms, funds, family offices, and treasury teams.
- Experience with THB, SGD, HKD, USD, AED, or other emerging-market settlement corridors.
- Direct experience with stablecoin-to-fiat and fiat-to-stablecoin conversion flows.
- Understanding of local payout rails, banking partners, liquidity providers, and regulated settlement infrastructure.
- Experience operating in high-growth fintech, crypto, payments, FX, or digital asset businesses.
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