Senior Manager/ Manager, Institutional Sales, Germany

The institutional sales team provides an opportunity for you to take ownership and build your institutional/highnet worth clientele. You will be a part of an exciting journey from onboarding a client to their first crypto instrument, to customizing a crypto product for your client that the market has never seen before. If you're in our operations team, you'll have a diverse scope working with stakeholders such as sales traders, account managers and sales managers and be part of scaling up our expanding infrastructure.

About the role

• As a [Senior] Manager of Institutional Sales, you will be a key driver of ’s institutional growth. In a rapidly evolving market, you will be on the front lines, identifying and capturing opportunities across a diverse global client landscape.
• This role is built for a high-energy hunter who excels at navigating the full sales lifecycle. You will act as the bridge between institutional clients and our suite of digital asset services, leveraging your industry knowledge to onboard high-value partners. You will work closely with senior leadership to execute growth strategies while maintaining a high level of autonomy over your personal sales targets and book of business.

Job Responsibilities

• Pipeline Execution: Proactively source, pitch, and onboard institutional prospects, specifically targeting hedge funds, family offices, and proprietary trading firms.
• Solution Selling: Effectively position the ecosystem—including the Exchange, OTC desk, and Custody solutions—to meet the specific needs of institutional traders.
• Onboarding Management: Drive the end-to-end onboarding process, coordinating with Legal, Compliance, and Operations to ensure a seamless "time-to-trade" for new clients.
• Relationship Management: Serve as the primary point of contact for your book of business, ensuring high retention and identifying opportunities for upselling or cross-selling new products.
• Market Insights: Provide "boots on the ground" feedback to the Product and Strategy teams regarding competitor pricing, feature gaps, and client pain points.
• Sales Reporting: Maintain accurate records of sales activity and forecasts within the CRM, providing regular updates on KPIs such as Trading Volume and Assets under Management (AUM).

Job Requirements

• Experience: 4–7 years of experience in Institutional Sales, Business Development, or Relationship Management within FinTech or Traditional Finance.
• Domain Knowledge: 2+ years of dedicated experience in the digital asset space, with a solid understanding of spot/derivatives trading and custodial workflows.
• Network: An existing network of institutional contacts crypto-native funds, HFT firms, or asset managers) is highly preferred.
• Technical Literacy: Ability to discuss API connectivity, FIX protocol, and sub-account structures with client technical teams.
• Execution Focus: A proven track record of meeting or exceeding individual sales quotas and volume targets.
• Communication: Strong presentation skills with the ability to navigate complex conversations with Portfolio Managers and Operations Heads.
• Agility: A "startup" mindset with the ability to pivot quickly as market conditions and regulatory environments change.

We may use artificial intelligence tools to analyze the content of your Resume/CV against the specific requirements for the position. The purpose is to support our recruitment team in reviewing applications more effectively. These tools assist our recruitment team in their evaluation of your application by providing recommendations, but they do not replace human judgment. Final hiring decisions are ultimately made by humans who consider the insights generated by the tools along with other relevant information. If you would like more details about how your personal information is processed, please contact us.