Senior Institutional BD Lead (Global)

Senior Institutional Business Development Lead --- Global

About the Company

A Tier-1 global cryptocurrency exchange (Top 10 by volume), serving 30M users across 200 countries. Re-expanding institutional coverage globally with a focused mandate to deepen relationships across hedge funds, asset managers, family offices, proprietary trading firms, and HNW segments. Operating with the speed of a high-agency team and the resources of a global platform.

About the Role

We're hiring a Senior Institutional BD Lead to own the institutional sales motion across global markets. This is a leadership-track role — you'll either come in managing a team of 5--6 BD professionals, or be ready to scale into that within months. You'll report into senior commercial leadership and partner closely with Trading, Product, and Compliance to convert institutional pipeline into deployed AUM and trading volume.

This is not an individual-contributor seat. We're looking for someone who has already managed institutional coverage teams, owned regional or global P&L responsibility, and has a proven book of institutional relationships they can activate from day one.

What You'll Do

• Own end-to-end institutional client acquisition across hedge funds, asset managers, family offices, proprietary trading firms, OTC desks, and HNW individuals.
• Lead and scale a team of senior BD professionals across one or more global regions.
• Build and execute the institutional GTM strategy — segmentation, account prioritization, pipeline targets, deal qualification frameworks.
• Personally drive top-tier accounts: lead negotiations, structure bespoke commercial terms, close high-value deals.
• Oversee the full institutional onboarding cycle from first contact through KYC/AML compliance, account setup, and post-onboarding account management.
• Partner with Trading and Product to shape institutional offerings (OTC, derivatives, structured products, API access, prime services).
• Stay ahead of regulatory developments across key jurisdictions and translate them into commercial strategy.
• Represent the platform at top-tier industry conferences, institutional roundtables, and private networking forums.
• Provide structured market feedback to product and trading teams to improve institutional offerings.

What We're Looking For

• 7 years in institutional BD, sales, or relationship management — at a major crypto exchange, prime broker, institutional crypto OTC desk, or institutional sales role at a global investment bank.
• Track record of personally closing institutional deals at $10M AUM scale.
• Direct experience managing BD teams of 5 people, with measurable team-level revenue results.
• Deep, currently-active book of institutional relationships in at least one major region (NA, EMEA, APAC, MENA, or LATAM).
• Fluent understanding of crypto market structure, derivatives, OTC, prime services, and institutional risk frameworks.
• Strong commercial judgment — you know which deals to chase, which to walk away from, and how to structure terms that protect long-term client relationships.
• Comfortable operating in fast-moving environments with senior leadership visibility.
• Bachelor's degree in Finance, Business, Economics, or related field preferred.

Nice to Have

• Existing relationships with crypto-native institutions (quant funds, market makers, miners, treasury management firms).
• Multilingual capability (Mandarin, Korean, Japanese, Russian, Spanish, Arabic — any combination).
• Experience navigating multi-jurisdictional regulatory environments.
• Network into Web3-native VCs and DAO treasuries.

Compensation & Logistics

Compensation

Competitive base performance-linked variable. Total package commensurate with experience and seniority.

Location

Open globally

Reporting

Senior commercial leadership.