Managers • United Arab Emirates
The institutional sales team provides an opportunity for you to take ownership and build your institutional/highnet worth clientele.You will be a part of an exciting journey from onboarding a clien... أظهر المزيد
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About the Role
As a Manager / Senior Manager of Institutional/VIP Sales, you will be a key driver of institutional and VIP growth across APAC and EMEA. In a rapidly evolving market — where real-world asset (RWA) tokenization and regulated derivatives are redefining the institutional landscape — you will be on the front lines, identifying and capturing opportunities across a diverse client base. This role is built for a high-energy hunter who excels at navigating the full sales lifecycle across both established crypto products and emerging institutional verticals.
You will act as the bridge between institutional clients and our full suite of digital asset services — including the Exchange, OTC desk, Custody, CFD/retail brokerage flows, and tokenized RWA offerings — leveraging your industry knowledge to onboard high-value partners. You will work closely with senior leadership to execute growth strategies while maintaining a high level of autonomy over your personal sales targets and book of business.
Job Responsibilities:
Pipeline Execution: Proactively source, pitch, and onboard institutional prospects — specifically targeting hedge funds, family offices, proprietary trading firms, retail/CFD brokers, and APAC- and EMEA-based asset managers with an appetite for digital assets and RWA products.
RWA Sales: Drive adoption of tokenized RWA offerings among institutional clients; educate prospects on product mechanics, use cases, and risk profiles specific to asset-backed instruments.
Solution Selling: Effectively position the full ecosystem — Exchange, OTC desk, Custody, CFD liquidity, and RWA instruments — to meet the specific needs of institutional traders, retail brokers, and portfolio managers.
Onboarding Management: Drive the end-to-end onboarding process, coordinating with Legal, Compliance, and Operations to ensure a seamless "time-to-trade" for new clients across all core product lines and RWA verticals.
Relationship Management: Serve as the primary point of contact for your book of business, ensuring high retention and identifying opportunities to upsell or cross-sell RWA instruments and new exchange products.
Market Insights: Provide "boots on the ground" feedback to the Product and Strategy teams on competitor platforms, the retail/CFD broker landscape, RWA market developments, client pain points, and APAC- and EMEA-specific regulatory trends.
Sales Reporting: Maintain accurate records of sales activity and forecasts within the CRM, providing regular updates on KPIs including Trading Volume, AUM, and RWA transaction flow.
Job Requirements:
Experience: 4–12 years of experience in Institutional Sales, Business Development, or Relationship Management within FinTech, Traditional Finance, or a regulated derivatives/exchange environment. Open to mid-level (Manager) through senior (Senior Manager) profiles.
Domain Knowledge: 2+ years of dedicated experience in the digital asset space, with a solid understanding of spot/derivatives trading, custodial workflows, and familiarity with RWA products.
CFD & Retail Broker Understanding: Solid understanding of CFD products and the retail brokerage ecosystem — including broker-LP relationships, A-book/B-book models, and how retail flow interacts with institutional liquidity. Hands-on experience at or selling into a CFD/retail broker is strongly preferred.
RWA Familiarity: Working knowledge of tokenized real-world assets (on-chain fixed income, equities, commodity-backed tokens); hands-on sales or BD experience in this vertical is a strong plus.
Network: An existing network of institutional contacts across APAC and/or EMEA — crypto-native funds, HFT firms, asset managers, family offices, and retail/CFD brokers — with a demonstrated interest in emerging digital asset verticals.
Technical Literacy: Ability to discuss API connectivity, FIX protocol, sub-account structures, and on-chain settlement mechanics with client technical teams.
Execution Focus: A proven track record of meeting or exceeding individual sales quotas and volume targets across multiple product types.
Communication: Strong presentation skills with the ability to navigate complex conversations with Portfolio Managers, Operations Heads, Broker CEOs, and C-suite stakeholders on topics spanning crypto derivatives, CFDs, and RWA tokenization.
Agility: A "startup" mindset with the ability to pivot quickly as market conditions, product offerings, and regulatory environments evolve across APAC and EMEA.
