Institutional Sales Manager
OKX is a leading global cryptocurrency exchange offering a wide range of trading services, including spot and derivatives trading, as well as Web3 solutions.
Investors
Projects
About OKX
OKX is a global cryptocurrency exchange known for its trading services and financial products. The platform offers a wide range of features, including spot and derivatives trading, staking services, and a user-friendly interface suitable for both beginners and experienced traders.
Skills
About the Role
You will own relationships with institutional clients, identify and close new business opportunities, and support clients from onboarding through post-sales success. You will monitor trading activity, identify upsell and cross-sell opportunities, educate clients on products and market developments, and resolve operational issues within agreed service levels. You will coordinate with product, API, legal, and compliance stakeholders, translate client feedback into improvements, and ensure engagements meet policy and regulatory requirements.
Requirements
- Bachelor’s degree in Business, Finance, Economics, or a related field.
- 5+ years of experience in institutional sales, relationship management, or business development within crypto, fintech, or financial markets.
- Understanding of digital asset trading products, institutional client workflows, and exchange infrastructure.
- Experience managing institutional or high-value client relationships.
- Communication and stakeholder management skills.
- Analytical ability to identify commercial opportunities from client insights.
- Ability to work cross-functionally with product, engineering, compliance, and legal stakeholders.
- Experience with institutional crypto clients such as funds, market makers, trading firms, or fintech platforms.
- Familiarity with APIs, trading infrastructure, and liquidity solutions.
- Background in regulated financial markets or digital asset platforms.
- Understanding of the global crypto ecosystem and institutional market dynamics.
Responsibilities
- Identify and qualify institutional leads and manage the full sales cycle through closing and post-sales success.
- Coordinate institutional client onboarding, verification, and account activation.
- Monitor client activity and trading patterns to identify upsell and cross-sell opportunities.
- Develop initiatives that expand institutional relationships and trading activity.
- Lead relationships for assigned institutional accounts and resolve inquiries and operational issues within defined service levels.
- Educate clients on product launches, platform features, and market developments.
- Analyze client feedback and operational challenges to identify product and commercial improvements.
- Develop expertise in the product suite, trading infrastructure, and risk framework to guide institutional clients.
- Manage client communication channels and coordinate with product, API, legal, and compliance stakeholders.
- Advocate for initiatives that improve client experience, trading activity, and retention.
- Ensure client engagements adhere to company policies, terms of service, and local regulations.
- Support due diligence questionnaires, partnership agreements, and audit requests.
- Maintain documentation, operational transparency, and regulatory alignment.
