Sales Manager, Institutional OTC & Virtual Assets

Overview

Why join OFZA

• Opportunity to build and own the institutional sales function in one of the world's fastest-growing regulated virtual asset ecosystems
• Direct exposure to institutional OTC trading, banking rails, custody, settlement, and fiat connectivity
• Entrepreneurial environment with full visibility across trading, product, and strategic growth initiatives
• Competitive compensation structure with strong performance-linked incentives
• Opportunity to represent a VARA-regulated entity at the forefront of institutional digital asset adoption
• What you’ll be doing
• 1) Sales & client coverage
• Proactively identify, engage, and convert new institutional clients across target segments including asset managers, family offices, proprietary trading desks, brokers, FX and commodities firms, property developers, banks, and corporates
• Prioritize opportunities with immediate and recurring transactional requirements, including treasury conversion, settlement, stablecoin usage, OTC execution, and regulated crypto-fiat on/off ramping
• Build relationships directly with CFOs, CEOs, Treasurers, Heads of Trading, Heads of Treasury, Family Office Principals, and other economic decision-makers
• Drive a high-volume pipeline of qualified leads through networking, referrals, event attendance, digital outreach, and market engagement
• Act as the primary point of contact for new client relationships, ensuring a responsive, professional, and high-quality onboarding experience
• Expand OFZA's OTC client base across geographies and verticals, with a focus on deepening penetration into key institutional segments
• Develop and maintain long-term relationships with active clients, ensuring continued engagement and growing wallet share
• Manage the full sales cycle from initial outreach through qualification, proposal, onboarding, and activation
• 2) Business growth & market development
• Contribute to the continued growth of OFZA's OTC business through relentless prospecting, relationship management, and deal origination
• Generate business through a combination of cold outreach, referral partnerships, ecosystem engagement, and self-sourced opportunities rather than reliance on inherited relationships
• Attend industry conferences, networking events, and institutional forums to build brand presence and generate deal flow
• Support onboarding processes in coordination with compliance and operations teams to ensure a frictionless client experience
• Provide market feedback and client intelligence to help shape new institutional products and trading solutions aligned with demand
• Participate in the development of OFZA's institutional market presence through targeted client engagement and strategic outreach
• 3) Market intelligence & thought leadership
• Maintain a deep understanding of the competitive landscape, market structure, and evolving client needs across virtual asset OTC markets
• Share relevant market intelligence and product updates with prospects and active clients to reinforce OFZA's value proposition
• Support the preparation of client-facing materials, pitch decks, and institutional insights to support sales engagement
• Contribute to OFZA's thought leadership presence through participation in events, panel discussions, and industry commentary
• Relay client feedback and flow intelligence to internal teams to inform product development and strategic planning
• 4) Collaboration, governance & operational excellence
• Work closely with trading, compliance, operations, finance, and settlements teams to deliver a seamless institutional client experience
• Operate within the framework and expectations of the Virtual Assets Regulatory Authority and institutional governance standards
• Support strong operational discipline across client onboarding, documentation, KYC coordination, and post-trade processes
• Adhere to internal controls, maker-checker-approver processes, and operational procedures
• Contribute to a collaborative, professional, and solutions-oriented culture
• What success looks like
• You consistently originate qualified opportunities and convert them into active clients generating recurring trading volume, settlement activity, and long-term revenue.
• You successfully engage economic buyers and decision-makers rather than non-commercial intermediaries.
• You are known in the market, attending events, building your network, and positioning OFZA as the preferred institutional OTC counterparty
• You manage a growing pipeline with clear visibility on prospects at every stage of the sales cycle
• You balance commercial aggression with professionalism, understanding that institutional relationships are built on trust and execution quality
• You communicate clearly and compellingly, adapting your pitch to sophisticated institutional audiences
• You operate effectively across trading, compliance, and institutional client environments
• You maintain high standards of accountability, follow-through, and client responsiveness
• You contribute positively to a culture built on collaboration, governance, and long-term institutional growth
• Candidate profile
• 3+ years of experience in institutional sales, OTC trading sales, FX, digital assets, prime brokerage, or related financial markets
• Proven track record of client acquisition and revenue generation in an institutional or professional investor environment
• Experience operating within structured sales methodologies, including qualification frameworks, stakeholder mapping, proposal development, onboarding coordination, and pipeline forecasting.
• Existing relationships with institutions and businesses that regularly require crypto-fiat conversion, treasury management, stablecoin settlement, OTC execution, or digital asset infrastructure services
• Experience in virtual assets, fiat rails, treasury flows, or payment-related trading environments is highly preferred
• Demonstrated ability to articulate complex regulated digital assets, settlement, liquidity, custody, and treasury solutions to sophisticated institutional audiences.
• Demonstrated track record of generating opportunities through cold outreach, networking, referrals, and self-generated business development initiatives
• Strong communication and relationship-management skills with the ability to engage and influence sophisticated institutional decision-makers
• Commercial awareness combined with disciplined pipeline management and professional follow-through
• Ability to operate effectively in dynamic, regulated, and fast-evolving market environments
• Familiarity with OTC execution workflows, RFQ processes, compliance onboarding, and settlement operations is an advantage
• The ideal candidate is not someone who simply knows wealthy individuals. The ideal candidate knows institutions and businesses that regularly need to move value between fiat and digital assets and can convert those relationships into recurring transaction volume.