Institutional Sales Manager (Liquidity FX Crypto)

📋 Description

• • Join a globally recognized leader at the forefront of institutional trading technology, specializing in the dynamic worlds of cryptocurrency and foreign exchange (FX). For over a decade, our client has been instrumental in empowering brokers, exchanges, hedge funds, and asset managers worldwide with cutting-edge B2B solutions. These advanced platforms are designed to facilitate rapid scaling, optimize operational efficiency, and maintain lean, resilient infrastructure, making them an indispensable partner for financial institutions.
• • As an Institutional Sales Manager, you will be entrusted with significant commercial accountability, owning a personal book of business and driving substantial revenue growth. Your primary mission will be to expand Annual Recurring Revenue (ARR) and Monthly Recurring Revenue (MRR) through a dual strategy of acquiring new merchants and deepening relationships with existing clients.
• • This role demands a proactive and results-oriented approach to new logo acquisition. You will be a hunter, actively identifying, prospecting, and closing deals with new high-risk merchants. This includes navigating both warm and cold leads, managing the entire deal lifecycle from initial discovery and crafting compelling commercial proposals to seamless onboarding with the support of enablement officers, and finally, ensuring a successful go-live.
• • Beyond new business development, you will also be responsible for account expansion, acting as a farmer to nurture and grow your existing client base. This involves maintaining direct, strong relationships with clients, understanding their evolving needs, and identifying opportunities to upsell and cross-sell our client's comprehensive suite of solutions.
• • A critical aspect of this role is commercial execution. You will be responsible for negotiating all deal conditions, ensuring favorable terms that align with both client needs and company objectives. This requires a sophisticated understanding of commercial strategy and a keen eye for detail.
• • To facilitate successful deal closures and client satisfaction, you will collaborate closely with a cross-functional team. This includes Solution Engineers who provide technical expertise, Enablement Officers who streamline the onboarding process, and essential support from Compliance, Legal, Finance, and Back Office teams. Your ability to orchestrate these internal resources effectively will be key to ensuring a fast and smooth go-live for new and expanding clients.
• • The ideal candidate will possess a deep understanding of the payments landscape, with specific expertise in crypto payments, Payment Service Providers (PSPs), Electronic Money Institutions (EMIs), or high-risk acquiring. This knowledge is crucial for effectively communicating the value proposition and navigating the complexities of these industries.
• • A proven track record of successfully closing deals, consistently growing revenue, and building and maintaining long-term client relationships is paramount. You should be able to demonstrate a history of exceeding targets and fostering client loyalty.
• • Furthermore, a strong understanding of high-risk merchant underwriting processes is essential. This includes familiarity with the intricacies of assessing risk, ensuring compliance, and structuring deals that are both profitable and sustainable.
• • You will also need a solid grasp of crypto-fiat rails and the mechanisms of on- and off-ramping, understanding how these processes impact institutional clients and how our client's technology facilitates them.
• • This is a hands-on role that requires a commercially aggressive mindset, a fast-paced work ethic, and the ability to thrive in a challenging and rewarding environment. You will be empowered to make decisions, drive initiatives, and significantly impact the company's growth trajectory.
• • The company operates in a global market, and therefore, fluency in both written and spoken English is obligatory. Proficiency in Mandarin or Cantonese, as a native speaker, is a significant advantage and will be highly valued, enabling deeper engagement with key markets and clients.
• • You will be instrumental in shaping the future of institutional trading by providing clients with the tools and liquidity they need to succeed in the rapidly evolving digital asset and FX markets. This is an opportunity to be part of a leading organization, drive significant commercial success, and contribute to the growth of a critical industry.