Institutional Business Development

About the company

This opportunity is with a globally recognized cryptocurrency exchange ranked among the top three worldwide. The company has been operating for more than ten years and supports over 50 million users across the globe. Its platform covers a broad range of digital asset products, including spot trading, derivatives, and structured products, and it operates with a strong focus on compliance, security, and dependable performance at scale.

You will join a fast-moving growth environment where initiative is valued, ownership is expected, and individual contributions can have a direct business impact.

The opportunity

The organization is looking for a seasoned Institutional Business Development professional to lead and grow its most critical client partnerships. In this role, you will act as the main point of contact for highly sophisticated market participants, developing relationships with market makers, hedge funds, prime brokers, and proprietary trading firms to strengthen liquidity and support trading growth.

Key responsibilities

• Identify, approach, and convert institutional prospects such as market makers, high-frequency traders, brokers, and asset managers into active clients, building a strong pipeline that contributes to liquidity and revenue growth.
• Manage commercial discussions from start to finish, including fee terms, rebate models, and liquidity agreements, while working closely with internal teams to improve execution and results.
• Oversee the complete relationship cycle for important institutional accounts, with the goal of deepening engagement and sustaining long-term growth.
• Spot opportunities to expand business within the current client portfolio to improve retention, increase trading activity, and broaden strategic collaboration.
• Track competitor behavior and broader market developments, then turn those insights into practical positioning and growth strategies.

Candidate profile

• You should bring at least 3 years of experience in institutional business development or sales within crypto, trading, or financial services, ideally from an exchange, investment firm, institutional brokerage, or electronic trading setting.
• You must have a clear history of winning and closing institutional accounts such as market makers, funds, brokers, and similar counterparties.
• You should be comfortable managing large institutional relationships and delivering measurable gains in revenue or trading volume.
• A solid understanding of trading products across spot, derivatives, and structured offerings is required.
• You need to be highly self-driven, with strong ownership, disciplined execution, and a bias toward action.
• Excellent communication and presentation abilities are essential, including the confidence to lead discussions and close deals effectively.
• Fluency in both English and Mandarin is mandatory.

Why this role

• Take full ownership of the institutional client journey, from first contact through long-term partnership, with clear visibility into volume and revenue outcomes.
• Work directly with premium counterparties, including market makers, high-frequency trading firms, hedge funds, and international brokers.
• Gain hands-on exposure to commercial structuring, pricing negotiations, and liquidity strategy at a rare scale.
• Represent a platform with wide product coverage across spot, derivatives, and structured products, giving you strong reach across institutional needs.
• Join a rapidly expanding business at the top end of the global exchange market and help shape its institutional coverage strategy.

Additional information

Only shortlisted candidates will be contacted.