Institutional Sales Manager

The role

You will serve as the primary point of contact for institutional partners to cultivate long-term relationships and drive revenue growth. The role involves managing the full sales cycle, coordinating client onboarding, and acting as a bridge between client needs and internal product capabilities.

What you will do

• Identify and qualify new institutional leads and manage the full sales cycle.
• Coordinate the end-to-end onboarding process for institutional clients.
• Monitor client activity and trading patterns to identify upselling and cross-selling opportunities.
• Develop strategic initiatives to expand institutional client relationships.
• Serve as the dedicated relationship lead for assigned institutional accounts.
• Educate clients on new product launches, platform features, and market developments.
• Analyze client feedback to drive product improvements and commercial outcomes.
• Develop expertise in OKX product suite, trading infrastructure, and risk framework.
• Manage dedicated client communication channels and coordinate with internal teams.
• Ensure client engagements adhere to company policies, Terms of Service, and local regulatory requirements.

Required qualifications

• 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.
• Strong understanding of digital asset trading products, institutional client workflows, and exchange infrastructure.
• Proven experience managing institutional or high-value client relationships.
• Excellent communication and stakeholder management skills.
• Strong analytical mindset with the ability to identify commercial opportunities from client insights.
• Ability to work cross-functionally with product, engineering, compliance, and legal teams in a fast-paced environment.
• Experience working with institutional crypto clients such as funds, market makers, trading firms, or fintech platforms.

Nice to have

• Familiarity with APIs, trading infrastructure, and liquidity solutions.
• Background in regulated financial markets or digital asset platforms.
• Strong understanding of the global crypto ecosystem and institutional market dynamics.

About the company

OKX is a leading crypto exchange and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications. It is part of OKG, a group that brings the value of blockchain to users around the world through leading products.