Institutional Business Development Manager

Based in New York or London, this role supports institutional expansion across financial markets by developing strategic commercial relationships and collaborating with trading, product, and operations teams across OTC derivatives and liquidity solutions.

Responsibilities

• Drive growth of the institutional OTC and derivatives business across key client segments and strategic markets.
• Develop regional business development strategies focused on institutional client acquisition, relationship management, and revenue growth.
• Partner with trading, product, and operations teams to commercialize new products and trading solutions.
• Build relationships with institutional counterparties, exchanges, custodians, and market infrastructure providers.
• Identify strategic partnership and market expansion opportunities across digital asset and financial services markets.
• Gather market intelligence, product feedback, and evolving institutional requirements from clients.
• Improve commercial processes and operational workflows, including CRM optimization and pipeline management.
• Monitor market developments, competitive dynamics, and regulatory trends to identify new opportunities.

Requirements

• Experience in institutional financial services, trading, capital markets, or financial infrastructure.
• Strong knowledge of OTC markets, derivatives products, and institutional trading workflows.
• Track record in business development, institutional sales, partnerships, capital markets coverage, or similar commercial roles.
• Demonstrated commercial outcomes such as revenue generation, client acquisition, or strategic account growth.
• Excellent communication and stakeholder management skills with sophisticated institutional counterparties.
• Strong understanding of market structure, liquidity, and trading products.
• Willingness to develop expertise in digital asset market structure, electronic trading, and liquidity provision.
• Experience selling derivatives-based hedging and risk transfer solutions is preferred.
• Bachelor’s or Master’s degree in Finance, Economics, Business, or a related field.
• Series 7 and Series 63 licenses.

Benefits

• Private medical insurance
• Performance-based compensation with significant earning upside
• Team events and company-wide team building events
• Accelerated responsibility and ownership growth
• Collaborative, entrepreneurial, and non-hierarchical company culture