About the Opportunity
You are the Relationship Monetizer for all VIP institutions. Your network is the pipeline. You originate, progress, and close partnerships with VIP institutional clients - banks, asset managers, hedge funds, family offices, quant funds, and sovereign wealth funds - that generate substantial, recurring revenues and validate OKX as a credible institutional counterparty globally.
What You’ll Be Doing
- Tier 1 network ownership and expansion. You curate, expand, and monetize your personal network of C-suite relationships at the largest global financial institutions. Your network is the vertical’s primary competitive advantage.
- Revenue ownership and pipeline oversight. You carry the consolidated institutional revenue target across all segments. You own the number, the forecast, and pipeline health.
- Vertical strategy and segment prioritization. You determine how to balance long-cycle bank partnerships (6-12+ months, custom integration, marquee logos) with shorter-cycle fund and asset manager clients (3-6 months, more standardized product, revenue velocity).
- Tier 1 deal origination and closing (commercial structuring). You are the commercial architect on the biggest deals. You structure creative partnerships, negotiate terms, and close. You work alongside your Sr. Relationship Director who drives relationship-led selling and oversee the Sr. Institutional RM who executes commercially - on a global level.
- Product need analysis and advocacy (ROI estimate of feature requests). Institutional clients surface product requirements that don’t exist yet — custom custody flows, new API capabilities, regulatory wrappers. You translate these into business cases with ROI estimates and advocate internally with product and engineering.
- Regulatory positioning and compliance reflection. Traditional institutions’ primary barrier is not capital efficiency — it’s regulatory confidence. You articulate OKX’s regulatory standing (MiCA licensing, banking partnerships, compliance infrastructure) to client compliance committees, boards, and risk teams. You make the case for why OKX is a defensible counterparty.
- External positioning and institutional marketing narrative. You own how OKX is perceived in the institutional market. You shape the narrative for OKX institutional and oversee the development of sales and marketing collateral (pitch decks, solution briefs, case studies, competitive positioning documents), shape press releases for institutional milestones, and develop thought leadership content that articulates OKX’s integration-first, relationship-led positioning.
What We Look For In You
You spent your first 10-15 years in traditional finance - institutional sales, prime brokerage, custody, or capital markets at a major bank or asset servicer. You built deep, trust-based relationships with the institutions that are now entering digital assets. Then you made the jump to crypto 2-5 years ago and brought your rolodex with you. You’ve been selling digital asset infrastructure back to the institutional world you came from. You know both sides of the table.
Your network is current and active. When you call the Head of Digital Assets at a top-20 bank, a hedge fund CIO, or a family office principal, they pick up. That access is what we’re acquiring.
- Digital assets division leadership at a major bank
- Head of Institutional / VP Institutional Sales at a leading digital asset prime broker or custodian
- Head of Institutional Business at a tier 1 digital asset exchange
- Active institutional network. You have done business with C-suite decision-makers at banks, asset managers, and funds within the last 18 months.
- Personal deal closing experience. You have personally originated and closed institutional partnerships.
- Deep crypto product fluency. You can discuss custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks credibly without preparation. You understand the infrastructure development lifecycle of banks and traditional asset managers getting into digital assets.
- Senior team management. You have managed or directed director-level professionals. You lead through influence and partnership.
Nice to Haves
- Existing network of institutional contacts in banks, asset managers, and funds — relationships accelerate ramp time even if they are not the primary asset
- Experience selling to both banks (complex, long-cycle, integration-heavy) and funds (shorter-cycle, standardized) simultaneously
- Track record of building institutional sales teams and playbooks in a high-growth environment
- Experience developing sales collateral, thought leadership content, or institutional marketing narratives
- Experience with CRMs, pipeline building and tool management, sales intelligence platforms for institutional prospecting
- Proficient in use of AI tooling (e.g. Claude) for workflow automation and productivity enhancement on behalf of small, high performance teams
Perks & Benefits
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Competitive total compensation package
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L&D programs and Education subsidy for employees' growth and development
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Various team building programs and company events
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More that we love to tell you along the process!
OKX Statement:
OKX is committed to equal employment opportunities regardless of race, color, genetic information, creed, religion, sex, sexual orientation, gender identity, lawful alien status, national origin, age, marital status, and non-job related physical or mental disability, or protected veteran status. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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The salary range for this position is $288,000 - $494,000
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The salary offered depends on a variety of factors, including job-related knowledge, skills, experience, and market location. In addition to the salary, a performance bonus and long-term incentives may be provided as part of the compensation package, as well as a full range of medical, financial, and/or other benefits, dependent on the position offered. Applicants should apply via OKX internal or external careers site.
