Company This company is a recognized force at the forefront of blockchain innovation, providing institutional-grade infrastructure that underpins the digital asset economy. Its client base includes Tier 1 financial institutions, asset managers, and regulated market participants, all of whom rely on the firm’s secure, scalable, and compliant technology to operate in the evolving digital finance space. Combining the strategic depth of an enterprise fintech with the pace of a high-growth disruptor, the firm is directly involved in shaping the next era of tokenized assets, on-chain finance, and decentralized infrastructure. Its leadership team brings together proven expertise from top-tier financial services, crypto-native platforms, and global technology firms. For professionals seeking to operate at the highest level of the digital asset market, this is an opportunity to join a serious, well-funded business playing a pivotal role in the institutional adoption of blockchain. The Role We’re hiring a Senior Business Development Manager (OTC) to drive institutional client acquisition and revenue for the firm’s OTC trading business (spot, derivatives, and structured flow). You’ll own the front-end sales motion—prospecting, pitching, and closing—while partnering closely with trading, liquidity, product, legal, and compliance to deliver best-in-class execution and service. Key Responsibilities Originate and close OTC trading relationships with funds, market makers, HFT firms, family offices, miners/validators, brokers, treasuries, and corporates across APAC (and globally). Run a full-cycle OTC sales process: prospect > discovery > solutioning (liquidity/pricing/credit/settlement) > negotiation > onboarding > activation > expansion. Sell the firm’s OTC liquidity across RFQ/RFS, voice/block trading, and custom execution (TWAP/VWAP, block crosses, post-trade hedging). Work with trading to tailor pricing matrices, streams, and axes; communicate market color and manage client quoting workflows. Coordinate onboarding (KYC/AML, KYB), credit & limits , margining/collateral, and settlement (fiat, stablecoin, on-chain). Expand wallet share via cross-sell (custody/connectivity/APIs, prime services, settlement rails). Track pipeline, revenue, volumes, spreads, and activation metrics in Salesforce ; forecast accurately and report performance. Represent the desk at conferences and client events; maintain high-touch coverage and responsive post-trade support. Candidate Requirements 3–10 years in institutional sales/BD within crypto OTC, FX, brokerage, prime services, or electronic trading ; proven record of closing revenue and activating flow. Deep understanding of OTC market structure : liquidity sourcing, price formation/spreads, hedging, credit/margin, and settlement workflows. Strong network across the digital asset ecosystem (funds, market makers, exchanges, custodians, prime brokers, banks/PSPs). Excellent communication and negotiation skills; comfortable selling complex execution and infrastructure offerings to senior stakeholders. Familiarity with compliance-sensitive sales (KYC/AML, sanctions screening) and institutional documentation (MSAs/ISDAs/credit terms). Proficient with Salesforce/CRM for pipeline and performance management; data-driven and goal-oriented. Preferred Qualifications Experience selling financial infrastructure, APIs/connectivity , and trading services (pricing streams, RFQ/RFS, FIX/WebSocket). Knowledge of custody/prime , stablecoin/fiat settlement, and tokenization frameworks; awareness of regional regulatory considerations. Degree in Business, Finance, Economics, or equivalent industry experience. Skip the line… If you’ve read the above and meet the criteria, apply here and email shane@cryptorecruit.com with your resume plus brief bullet points on your crypto-specific experience and track record acquiring/activating institutional OTC clients .
