Business Development Manager (Institutional)

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.

Key Responsibilities

1. Institutional Pipeline Management

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  Identify and engage with institutional prospects, including Tier-1 and Tier-2 market makers, VC firms, OTC desks, and family offices.

  
  


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  Lead the entire sales process from initial cold outreach and high-level presentations to complex contract negotiations and closing.

  
  


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  Coordinate with Legal, Compliance, and Operations teams to ensure a smooth KYC/KYB and technical onboarding process for institutional clients.

  
  

2. Strategic Partnerships & Liquidity

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  Negotiate and structure deals that increase on-platform liquidity, TVL (Total Value Locked), or trading volume.

  
  


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  Identify opportunities for API integrations and sub-custody solutions for traditional financial (TradFi) institutions.

  
  


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  Develop and manage "VIP" tiers, ensuring institutional clients receive competitive fee structures and bespoke support.

  
  

3. Product & Market Advocacy

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  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.

  
  


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  Represent the firm at global institutional summits (e.g., Token2049, Blockworks Digital Asset Summit) to build a high-trust network.

  
  

4. Compliance & Risk Mitigation

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  Stay updated on global crypto regulations (e.g., MiCA, VASP requirements, SEC/CFTC shifts) to ensure all BD activities are compliant.

  
  


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  Work closely with the Risk department to assess the creditworthiness and reputational standing of potential institutional partners.

  
  

Required Skills & Qualifications

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  2–5 years in Business Development, Institutional Sales, or Account Management within Fintech, Prime Brokerage, or Web3 Infrastructure.

  
  


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  Strong understanding of traditional finance (TradFi) instruments—derivatives, spot trading, lending, and settlement—and how they translate to DeFi/Web3.

  
  


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  Ability to discuss technical specifications, including REST/FIX APIs, MPC (Multi-Party Computation) wallet security, and smart contract audits.

  
  


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  Sophisticated verbal and written communication skills suitable for C-suite and Investment Committee presentations.

  
  


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  A Bachelor’s degree in Finance, Economics, Business, or a related field (or equivalent practical experience in the crypto markets).

  
  

Preferred Qualifications

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  A warm network of contacts within the crypto institutional space (Market Makers, Funds, or Custodians).

  
  


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  Proficiency in a second language relevant to global financial hubs (e.g., Mandarin for the APAC corridor).

  
  


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  Experience explaining complex DeFi concepts (Liquid Staking, RWA Tokenization) to traditional investors.