Business Development Manager (Institutional)

<p data-path-to-node="8">As an Institutional BD Manager, you will be responsible for driving the adoption of our platform/protocol among institutional players. Your goal is to secure high-value partnerships with hedge funds, market makers, asset managers, and corporate treasuries, facilitating their entry into the digital asset ecosystem through our infrastructure.</p> <h3 data-path-to-node="10"><strong data-path-to-node="10" data-index-in-node="0">Key Responsibilities</strong></h3> <h4 data-path-to-node="11"><strong data-path-to-node="11" data-index-in-node="0">1. Institutional Pipeline Management</strong></h4> <ul data-path-to-node="12"> <li> <p data-path-to-node="12,0,0">Identify and engage with institutional prospects, including Tier-1 and Tier-2 market makers, VC firms, OTC desks, and family offices.</p> </li> <li> <p data-path-to-node="12,1,0">Lead the entire sales process from initial cold outreach and high-level presentations to complex contract negotiations and closing.</p> </li> <li> <p data-path-to-node="12,2,0">Coordinate with Legal, Compliance, and Operations teams to ensure a smooth KYC/KYB and technical onboarding process for institutional clients.</p> </li> </ul> <h4 data-path-to-node="13"><strong data-path-to-node="13" data-index-in-node="0">2. Strategic Partnerships &amp; Liquidity</strong></h4> <ul data-path-to-node="14"> <li> <p data-path-to-node="14,0,0">Negotiate and structure deals that increase on-platform liquidity, TVL (Total Value Locked), or trading volume.</p> </li> <li> <p data-path-to-node="14,1,0">Identify opportunities for API integrations and sub-custody solutions for traditional financial (TradFi) institutions.</p> </li> <li> <p data-path-to-node="14,2,0">Develop and manage "VIP" tiers, ensuring institutional clients receive competitive fee structures and bespoke support.</p> </li> </ul> <h4 data-path-to-node="15"><strong data-path-to-node="15" data-index-in-node="0">3. Product &amp; Market Advocacy</strong></h4> <ul data-path-to-node="16"> <li> <p data-path-to-node="16,0,0">Act as the "voice of the customer" for institutional needs, relaying feedback to the Product and Engineering teams to improve API stability, security features, and reporting tools.</p> </li> <li> <p data-path-to-node="16,1,0">Represent the firm at global institutional summits (e.g., Token2049, Blockworks Digital Asset Summit) to build a high-trust network.</p> </li> </ul> <h4 data-path-to-node="17"><strong data-path-to-node="17" data-index-in-node="0">4. Compliance &amp; Risk Mitigation</strong></h4> <ul data-path-to-node="18"> <li> <p data-path-to-node="18,0,0">Stay updated on global crypto regulations (e.g., MiCA, VASP requirements, SEC/CFTC shifts) to ensure all BD activities are compliant.</p> </li> <li> <p data-path-to-node="18,1,0">Work closely with the Risk department to assess the creditworthiness and reputational standing of potential institutional partners.</p> </li> </ul> <hr data-path-to-node="19"> <h3 data-path-to-node="20"><strong data-path-to-node="20" data-index-in-node="0">Required Skills &amp; Qualifications</strong></h3> <ul data-path-to-node="21"> <li> <p data-path-to-node="21,0,0">2–5 years in Business Development, Institutional Sales, or Account Management within <strong data-path-to-node="21,0,0" data-index-in-node="97">Fintech, Prime Brokerage, or Web3 Infrastructure.</strong></p> </li> <li> <p data-path-to-node="21,1,0">Strong understanding of traditional finance (TradFi) instruments—derivatives, spot trading, lending, and settlement—and how they translate to DeFi/Web3.</p> </li> <li> <p data-path-to-node="21,2,0">Ability to discuss technical specifications, including REST/FIX APIs, MPC (Multi-Party Computation) wallet security, and smart contract audits.</p> </li> <li> <p data-path-to-node="21,3,0">Sophisticated verbal and written communication skills suitable for C-suite and Investment Committee presentations.</p> </li> <li> <p data-path-to-node="21,4,0">A Bachelor’s degree in Finance, Economics, Business, or a related field (or equivalent practical experience in the crypto markets).</p> </li> </ul> <h3 data-path-to-node="22"><strong data-path-to-node="22" data-index-in-node="0">Preferred Qualifications</strong></h3> <ul data-path-to-node="23"> <li> <p data-path-to-node="23,0,0">A warm network of contacts within the crypto institutional space (Market Makers, Funds, or Custodians).</p> </li> <li> <p data-path-to-node="23,1,0">Proficiency in a second language relevant to global financial hubs (e.g., Mandarin for the APAC corridor).</p> </li> <li> <p data-path-to-node="23,2,0">Experience explaining complex DeFi concepts (Liquid Staking, RWA Tokenization) to traditional investors.</p> </li> </ul>