BitDelta is looking for an experienced Institutional Sales Manager to expand its digital assets business and build lasting relationships with institutional and professional clients.
In this senior individual contributor role, you will lead business development, acquire institutional clients and develop commercial relationships across the digital assets ecosystem. You will engage with hedge funds, asset managers, family offices, sovereign entities, proprietary trading firms, fintech companies, brokers, payment providers and high-net-worth investors.
Your focus will be on expanding BitDelta’s institutional presence, growing asset flows and trading activity, and developing digital asset solutions that meet client requirements.
You will work closely with clients and internal Compliance, Exchange Operations and Customer Success teams to support the entire client journey.
What You’ll Do
Drive Institutional Business Development
- Identify, engage and onboard institutional clients interested in digital asset trading, investment, custody, over-the-counter (OTC), staking and treasury solutions.
- Build and maintain a pipeline of qualified institutional prospects across key markets.
- Develop relationships with hedge funds, asset managers, family offices, banks, brokers, fintech companies, proprietary trading firms, payment providers and corporate treasuries.
- Use your existing industry network to accelerate client acquisition and market expansion.
- Manage the full sales lifecycle, from prospecting and lead generation to onboarding, activation and ongoing relationship management.
Grow Revenue and Commercial Opportunities
- Drive institutional trading volumes, assets under custody and revenue growth.
- Develop tailored digital asset solutions based on clients’ investment objectives, liquidity requirements and risk profiles.
- Identify opportunities to cross-sell and upsell products and services.
- Negotiate commercial agreements and partnerships aligned with client needs and business objectives.
- Track and report on sales pipelines, client activity, asset growth, revenue and overall business performance.
- Work towards achieving and exceeding business development and revenue targets.
Build Long-Term Client Relationships
- Act as the primary relationship manager for institutional digital asset clients.
- Build lasting relationships with decision-makers, investment teams, treasury managers and senior stakeholders.
- Understand clients’ investment strategies, operational requirements, custody preferences, liquidity needs and compliance considerations.
- Conduct regular business reviews and identify opportunities to grow existing accounts.
- Deliver a consistent client experience throughout the relationship.
Develop Market Presence
- Stay informed about developments in digital assets, cryptocurrency, blockchain, tokenisation, Web3 and institutional finance.
- Identify emerging trends, market opportunities and institutional adoption initiatives.
- Represent BitDelta at industry conferences, networking events, webinars and institutional meetings.
- Share market intelligence and insights on the competitive landscape with internal teams.
- Collaborate with Marketing and Business Development on institutional campaigns, thought leadership and lead-generation initiatives.
Collaborate Across Teams and Support Compliance
- Work with Product, Trading, Operations, Compliance, Legal and Marketing to meet institutional client requirements.
- Share client and market feedback with Product teams to support the development of institutional solutions.
- Coordinate with Compliance and Operations to facilitate client onboarding and KYC/KYB processes.
- Ensure sales activities comply with applicable regulatory requirements and internal policies.
- Support institutional product launches, partnerships and market expansion initiatives.
What We’re Looking For
- 3–5 years of experience in institutional sales, business development, financial markets, cryptocurrency, fintech or related fields.
- Proven experience working with institutional clients in digital assets, cryptocurrency, blockchain, brokerage, trading or financial services.
- A track record of acquiring institutional clients, generating revenue and developing successful commercial relationships.
- An established network of institutional investors, asset managers, family offices, brokers, hedge funds, fintech firms or other professional market participants.
- Strong knowledge of digital asset markets, trading infrastructure, custody solutions, OTC services, staking, tokenisation and institutional investment products.
- Understanding of financial markets, liquidity management and institutional client requirements.
- Strong business development, negotiation, stakeholder management and relationship-building skills.
- A commercial mindset and the ability to work towards ambitious growth and revenue targets.
- Excellent communication and presentation skills, including the ability to engage senior executives and investment professionals.
- The ability to work independently in a fast-moving digital assets environment.
- Understanding of KYC/KYB, anti-money laundering (AML), sanctions screening and institutional onboarding requirements.
- A bachelor’s degree in Finance, Economics, Business Administration, Financial Markets or a related discipline is preferred.
- Professional certifications in financial markets, digital assets, compliance or blockchain technologies are an advantage.
Ready to Join BitDelta?
If you have the institutional network, commercial experience and market knowledge to build lasting client relationships and grow a digital assets business, we’d like to hear from you.
