Head of Institutional Sales
Skills
About This Role
Overview
Our client is a top-tier global cryptocurrency exchange, with a retail user-centric core and a leading position in the crypto market.
We are now seeking a seasoned
Head of Institutional Sales
of institutional sales business, serving the world’s leading hedge funds, proprietary trading firms, asset managers, market makers and family offices across mature and emerging markets.
As Head of Institutional Sales, you will drive scalable institutional client acquisition, deepening of strategic partnerships and sustainable revenue/volume growth from institutional participants for our derivatives and multi-asset trading ecosystem.
You will build and lead a high-performing global institutional sales team, align cross-functional teams to deliver best-in-class institutional client experiences, and position as the premier crypto derivatives platform for global institutional traders.
This role carries full P&L accountability for institutional sales outcomes and is critical to expanding institutional market share in the highly competitive global digital asset derivatives landscape.
Global Strategy & P&L Ownership
- Define and execute long-term institutional sales growth roadmaps across regions, client segments and product lines (derivatives, multi-asset trading), with full accountability for sales revenue, trading volume contribution, cost efficiency and overall profitability. Establish data-driven performance frameworks, KPIs and execution plans to drive incremental institutional client activity and expand global institutional market share.
Strategic Client Development & Relationship Management
- Lead acquisition and retention of top-tier global institutional clients, serving as executive sponsor for key strategic accounts to foster long-term C-level partnerships and resolve critical client needs. Conduct global market and client intelligence analysis to identify unmet institutional demand, translate insights into targeted sales strategies and provide actionable product feedback to Derivatives, Product and Liquidity teams.
Cross-Functional Alignment & Client Experience
- Drive tight alignment with Derivatives, Liquidity, Risk, Compliance, Technology and Regional teams to deliver a seamless end-to-end institutional client experience (onboarding, execution, post-trade support, custom solutions). Collaborate with Liquidity and Risk teams to optimize institutional trading infrastructure and ensure regulatory compliance, enabling sustainable institutional client expansion across global jurisdictions.
Global Team Leadership & Culture
- Build, recruit and lead a diverse global institutional sales team across key regional hubs, with expertise in institutional financial sales, hedge fund coverage and/or digital asset derivatives. Foster an execution-focused, client-centric culture emphasizing speed, ownership and cross-regional collaboration; set clear performance targets, provide coaching and drive continuous sales performance improvement.
Global Market Expansion & Brand Building
- Develop and execute regional institutional sales growth strategies for mature and emerging markets, partnering with regional leadership to tailor go-to-market approaches for local institutional landscapes and regulatory environments. Represent at key global institutional finance and digital asset events to build institutional brand awareness and generate high-quality sales pipeline.
What We Are Looking For
- 10+ years of leadership experience in institutional sales/hedge fund sales within globalized financial institutions (traditional exchanges, prime brokers, trading venues, digital asset platforms).
- Proven track record of owning and scaling a global institutional sales business with direct P&L responsibility, driving measurable revenue/volume growth and acquiring top-tier institutional clients in fast-paced financial markets.
- Deep understanding of institutional financial market dynamics, including hedge fund/prop trading strategies, institutional client onboarding/servicing, derivatives market structure and electronic trading infrastructure.
- Extensive global institutional client network across NA, EMEA and APAC, with a demonstrated ability to build and nurture senior-level (C-suite/portfolio manager) strategic relationships.
- Experience operating in regulated international financial markets (traditional/digital assets) with a strong grasp of global regulatory frameworks impacting institutional trading and sales.
- Strong commercial acumen, data-driven decision-making and exceptional operational execution skills; ability to translate strategy into tangible results in a high-growth, competitive landscape.
- Entrepreneurial leadership style with the ability to scale global sales operations at speed; proven experience building and leading high-performing global sales teams across regional hubs.
- Executive presence to influence technical, commercial, risk and executive leadership teams, and represent the firm at the highest levels of institutional finance.
- Fluent in business English; additional multilingual proficiency is a significant advantage.
Preferred Qualifications
- Experience in crypto/digital asset derivatives, electronic trading or crypto exchanges, with deep knowledge of institutional crypto trading needs.
- Prior experience leading hedge fund sales teams at a global prime broker, futures exchange or electronic trading venue.
- Knowledge of crypto regulatory landscapes across key global jurisdictions (NA, EMEA, APAC).
- Experience collaborating with global market makers and liquidity providers in financial/digital asset markets.
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