Senior Sales Manager
Skills
About the Role
You will own and grow institutional relationships by finding, winning, and expanding business with payment gateways, PSPs, remittance firms, crypto exchanges, OTC desks, fintechs, and banks. You will carry your own book of business, run the full sales cycle from outreach and discovery through negotiation to live onboarding, and build a repeatable sales motion. You will activate your network, represent the business at industry events, define target segments and geographies, work with marketing on collateral and campaigns, and own pricing and commercial structuring alongside trading and operations.
Requirements
- 3–5 years of experience in crypto OTC sales, institutional crypto business development, or directly adjacent roles such as FX liquidity sales or prime brokerage business development
- Proven track record of closing deals with institutional clients including payment firms, exchanges, remittance companies, and fintechs
- Existing network of decision-makers at institutional crypto buyers and sellers
- Solid understanding of stablecoin markets and OTC trading mechanics
- Knowledge of institutional client priorities such as spreads, settlement speed, credit, and compliance
- Comfortable operating in a fast-moving, early-stage environment
- Excellent communication skills and ability to explain complex liquidity products to technical and non-technical buyers
- Experience selling across multiple geographies (MENA, Asia-Pacific, or Europe) is a plus
- Familiarity with crypto custody, wallet infrastructure, or compliance tooling is a plus
- Prior experience at an OTC desk, digital asset prime broker, or crypto exchange is a plus
- Understanding of API-driven trading workflows and technical integrations is a plus
- Existing relationships in APAC and EMEA institutional markets are a plus
Responsibilities
- Build and execute a sales strategy to hit monthly and quarterly trading volume and revenue targets
- Own the full sales cycle from first outreach and discovery through commercial negotiation to live onboarding
- Manage and grow a pipeline of institutional prospects across payment gateways, PSPs, remittance companies, crypto exchanges, OTC desks, fintechs, and banks
- Activate existing relationships with institutional crypto buyers and sellers from day one
- Represent the company at industry conferences, events, and partner meetings globally
- Position the company as the go-to liquidity partner in covered markets
- Define target customer segments, prioritise geographies, and develop outreach strategies
- Work with marketing to develop collateral, case studies, and campaigns that support pipeline generation
- Own pricing conversations and commercial structuring in partnership with the GM and trading desk