This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Manager / Manager, Business Development (Institutional / VIP Sales) based in India.
This is a high-impact commercial role at the forefront of institutional crypto adoption across APAC and EMEA. You will be responsible for driving new business acquisition and expanding relationships with high-value institutional clients, including hedge funds, asset managers, proprietary trading firms, and retail/CFD brokers. The role blends traditional institutional sales expertise with deep exposure to digital assets, tokenized real-world assets, and crypto derivatives. You will operate in a fast-moving environment where market innovation, regulatory evolution, and product expansion continuously reshape opportunities. Acting as both a hunter and strategic advisor, you will guide clients through the full lifecycle from onboarding to active trading across multiple digital asset products. This position offers significant autonomy, direct revenue responsibility, and close collaboration with senior leadership in a globally scaling business.
Accountabilities:
- Drive end-to-end institutional and VIP sales cycles, including prospecting, pitching, negotiation, and onboarding of high-value clients
- Build and manage a strong pipeline across hedge funds, family offices, proprietary trading firms, asset managers, and retail/CFD brokers
- Promote and sell a full suite of digital asset solutions including exchange services, OTC trading, custody, CFD liquidity, and tokenized RWA products
- Lead adoption of real-world asset (RWA) offerings, educating clients on product structures, use cases, and associated risk frameworks
- Oversee onboarding coordination with Legal, Compliance, and Operations teams to ensure seamless client activation and time-to-trade efficiency
- Serve as the primary relationship owner for institutional and VIP clients, ensuring long-term engagement, retention, and revenue growth
- Identify cross-sell and upsell opportunities across trading, liquidity, custody, and emerging RWA products
- Provide structured market feedback to Product and Strategy teams on client needs, competitive positioning, and regional market trends
- Maintain accurate CRM reporting including forecasts, trading volumes, AUM, and client activity metrics
- Contribute to continuous improvement of sales processes and institutional go-to-market strategies
Requirements:
- 4–12 years of experience in institutional sales, business development, or relationship management within fintech, trading, or traditional financial services
- 2+ years of experience in digital assets with strong knowledge of spot and derivatives trading, custody, and exchange workflows
- Strong understanding of CFD products and retail brokerage structures, including broker–liquidity provider models and execution flows
- Familiarity with tokenized real-world assets and emerging digital asset investment structures is highly desirable
- Established institutional network across APAC and/or EMEA, including hedge funds, asset managers, family offices, and brokers
- Proven track record of meeting or exceeding revenue, trading volume, or AUM targets
- Strong technical literacy, including understanding of APIs, FIX connectivity, and trading infrastructure concepts
- Excellent communication and presentation skills with the ability to engage senior stakeholders and C-level executives
- Strong commercial mindset with a “hunter” approach to new business acquisition
- Ability to operate in fast-changing, high-growth, and cross-regional environments
- Startup mentality with adaptability to evolving products, markets, and regulatory conditions
Benefits:
- Competitive salary package with performance-based incentives
- Medical insurance coverage including dependents
- Attractive annual leave policy including birthday and work anniversary leave
- Flexible work arrangements including hybrid or remote options
- Career development and internal mobility opportunities
- Exposure to cutting-edge digital asset and institutional crypto markets
- Work with global teams in a fast-scaling, innovation-driven environment
- Employee perks including company-issued crypto card
- Strong culture of ownership, collaboration, and high performance