Senior Institutional Sales Associate

📋 Description

• • As a Senior Institutional Sales Associate at Coinbase, you will be at the forefront of driving economic freedom by empowering institutional and VIP clients with cutting-edge solutions across our comprehensive suite of institutional-grade products. This role is pivotal in shaping the future of finance by fostering long-term partnerships and expanding our market presence within the rapidly evolving digital asset landscape.
• • You will own the entire lifecycle of complex enterprise and VIP sales, from initial engagement and multi-threaded stakeholder mapping to intricate solution design, negotiation, and successful closing. Your responsibility extends to developing post-sale growth plans, ensuring sustained client success and deepening our relationship.
• • A key aspect of this role involves building and executing strategic segment and territory plans. This includes identifying target client segments such as hedge funds, asset managers, corporations, and family offices, developing robust pipeline creation strategies, implementing rigorous qualification processes, and maintaining exceptional forecast accuracy that directly contributes to team objectives and overall company growth.
• • You will be instrumental in leading complex, cross-functional deal execution. This requires seamless collaboration with internal teams including Legal, Compliance, Risk, Product, Operations, and Marketing. Your ability to navigate these interdependencies will be crucial in removing roadblocks, tailoring bespoke solutions (including sophisticated derivatives and structured offerings), and ensuring compliant, timely delivery of services to our clients.
• • A significant part of your mandate will be to grow existing client relationships and expand their share of wallet. This involves proactively diagnosing client needs, providing expert advice on market structure and optimal product fit, and strategically driving cross-sell and upsell motions across Coinbase's entire institutional product portfolio.
• • You will act as a vital conduit for market intelligence, translating competitive insights, emerging regulatory trends, and crucial client feedback into actionable recommendations for Product, Go-to-Market (GTM) teams, and senior leadership. Your input will directly influence roadmap priorities and strategic decision-making.
• • Representing Coinbase externally is a core responsibility. You will engage at targeted industry events, client workshops, and executive briefings, delivering compelling narratives that educate sophisticated audiences on Coinbase's unique value proposition and leadership in the digital asset space.
• • You are expected to elevate the performance of the entire team. This includes mentoring junior associates (IC4s) through deal reviews, objection handling, and pipeline hygiene best practices. You will also contribute to co-creating repeatable sales playbooks and consistently raising the bar on clear communication, forecasting discipline, and delivering an exceptional client experience.
• • A critical function is the continuous design and improvement of our sales processes. You will identify areas of friction, implement effective solutions, and partner with Operations and RevOps teams to ensure CRM best practices, maintain high data quality, and establish scalable engagement cadences. Owning the accuracy of your pipeline and forecasts is paramount.
• • This role demands a high degree of independence, operating with minimal day-to-day instruction. You will be expected to create novel approaches for ambiguous problems and deliver outcomes that have a significant impact on team and company goals.
• • You will leverage your deep understanding of financial markets and crypto to advise clients on complex financial instruments and strategies, positioning Coinbase as a trusted partner in their digital asset journey.
• • The role requires a proactive approach to identifying new business opportunities within your territory and across Coinbase's product suite, demonstrating a strong commercial acumen and a drive for results.
• • You will contribute to the development of thought leadership content and materials, helping to shape market perception and educate potential clients on the benefits of engaging with Coinbase for their institutional needs.