Institutional Relationship Manager VIP

Skills

About the Role

You will acquire and develop high-value institutional clients, build a pipeline through events, referrals, and client visits, and manage relationships throughout the client lifecycle. You will understand clients’ trading strategies, capital structures, and product needs to provide tailored solutions. You will own portfolio metrics including assets under management, trading volume, and revenue contribution, working toward monthly and quarterly onboarding and activation targets. You will advise clients on spot, derivatives, structured products, and institution-exclusive services to support return optimization and risk-management goals. You will gather client feedback and customization requests, coordinate with product, risk, compliance, and operations stakeholders, and provide market insights at key moments. You will also track institutional crypto market trends and competitor strategies, sharing intelligence and feedback to inform business and product decisions.

Requirements

• At least 2 years of Web3 industry experience.
• Hands-on usage or service experience with exchanges, wallets, custody solutions, or DeFi products.
• Client qualification, communication, negotiation, and relationship-management skills.
• Understanding of financial markets, derivatives, and risk-return concepts.
• KPI and results orientation with data-driven performance management.
• Ability to work at a high-intensity pace and travel frequently for client visits.
• Chinese and English proficiency across listening, speaking, reading, and writing.
• Bachelor’s degree or above; finance, economics, accounting, mathematics, statistics, computer science, or related fields preferred.

Responsibilities

• Identify and develop high-value institutional clients, including investment firms, asset managers, quantitative trading teams, and family offices.
• Build and maintain a client pipeline through industry events, peer referrals, and in-person visits.
• Understand each client’s trading strategy, capital structure, and product needs.
• Maintain regular client engagement and build long-term, trust-based relationships.
• Own portfolio KPIs, including assets under management, trading volume, and revenue contribution.
• Meet monthly and quarterly asset onboarding and business activation targets.
• Recommend tailored spot, derivatives, structured-product, and institution-exclusive solutions.
• Gather client pain points and customization requests and coordinate bespoke solutions with internal stakeholders.
• Provide clients with market insights and professional guidance.
• Track institutional crypto market trends and competitor service strategies.
• Share market intelligence and client feedback internally.

Benefits

• Team-building programs and company events.