Institutional Business Development
Skills
About This Role
Overview
About the Company
A top-three globally ranked cryptocurrency exchange, established over a decade ago and serving more than 50 million users worldwide.
The business offers a full-spectrum digital asset platform — spanning spot, derivatives, and structured products — backed by a strong compliance framework and a reputation for security and reliability at scale.
This is a high-growth environment where talented people move fast, take ownership, and have direct impact on meaningful outcomes.
The Opportunity
A leading digital asset exchange is seeking an experienced Institutional Business Development professional to own and scale its most strategically important client relationships.
You will serve as the primary interface between the exchange and the world's most sophisticated market participants — building and deepening partnerships with market makers, hedge funds, prime brokers, and proprietary trading firms to drive liquidity and accelerate trading growth.
Responsibilities
- Source, pitch, and onboard institutional clients — Market Makers, HFTs, Brokers, and Asset Managers — building a high-conversion pipeline that directly drives platform liquidity and revenue.
- Lead commercial negotiations end-to-end: fee structures, rebate schemes, and liquidity arrangements — partnering cross-functionally to optimise execution and outcomes.
- Own the full lifecycle of key institutional relationships, ensuring depth, durability, and consistent growth in trading engagement.
- Identify and unlock expansion opportunities within the existing institutional client base — boosting retention, trading volume, and the scope of strategic cooperation.
- Stay ahead of competitive dynamics and market shifts, translating intelligence into actionable positioning strategies.
Qualifications
- 3+ years of institutional BD or sales experience in crypto, trading, or financial services — ideally within exchanges, investment firms, institutional brokerages, or electronic trading environments.
- A proven track record of bringing in and closing institutional clients: market makers, funds, brokers, and similar sophisticated counterparties.
- Demonstrated ability to manage and grow large institutional accounts, with measurable impact on revenue or trading volume.
- Strong command of trading products across spot, derivatives, and structured offerings.
- A self-starter mindset: high ownership, strong execution, and a bias for action.
- Excellent communication and presentation skills — you can command a room and close a deal.
- Fluency in English and Mandarin are required.
Why This Role
- **Full ownership, real impact.**
- Run the institutional client lifecycle end-to-end — from first conversation to long-term partnership — with direct visibility into volume and revenue outcomes.
- **Tier-one counterparties.**
- Work alongside and negotiate with the best: market makers, HFT firms, hedge funds, and global brokers.
- **Commercial depth.**
- Get hands-on with deal structuring, fee negotiations, and liquidity strategy at a scale few roles offer.
- **Unmatched product breadth.**
- A platform spanning spot, derivatives, and structured products gives you the firepower to meet institutional clients where they are.
- **Scale with the business.**
- A fast-growing platform at the top of the global exchange rankings — step in now and help define what institutional coverage looks like at this level.
- *We regret to inform that only shortlisted candidates will be contacted.*
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