Institutional Sales

Role Overview

We are seeking a highly driven Institutional Sales Manager to onboard and manage relationships with institutional clients, including hedge funds, family offices, proprietary trading firms, brokers, and fintech platforms. This role is responsible for driving institutional revenue growth through OTC, API trading, liquidity solutions, and structured products, while ensuring full compliance with local regulatory requirements.

Key Responsibilities

1. Institutional Client Acquisition: Identify, source, and onboard institutional clients in Turkey and globally. Target segments: hedge funds, asset managers, HFT firms, brokers, fintechs, corporates. Drive onboarding for high-volume trading accounts and VIP clients.
2. Revenue Generation & Account Growth: Own full sales lifecycle: lead generation → negotiation → onboarding→ retention. Promote products including: Spot & derivatives trading, OTC desk / block trading, API & liquidity solutions, Staking / yield products. Achieve trading volume and revenue KPIs.
3. Relationship Management: Build long-term relationships with key institutional clients. Act as primary point of contact for VIP accounts. Coordinate with internal teams (trading, product, compliance, operations).
4. Product & Liquidity Solutions: Work closely with market makers and liquidity providers. Structure customized trading solutions (e.g., fee tiers, rebates, credit lines). Support institutional adoption of Web3 features (wallets, DeFi access where applicable)
5. Compliance & Regulatory Alignment. Ensure all client onboarding complies with KYC/AML standards and local regulations. Collaborate with Compliance on due diligence and transaction monitoring. Stay updated on Turkish crypto regulations and institutional requirements.(Note: Turkey requires crypto exchanges to comply with strict AML/KYC and licensing under regulatory authorities.)
6. Market Intelligence: Monitor competitor exchanges (local and global players such as Binance TR, OKX TR, BtcTurk PRO). Identify trends in institutional demand (liquidity, derivatives, custody, Web3)

Requirements

1. 3–7+ years experience in Institutional Sales / BD / Account Management;
2. Experience in: Crypto exchanges / Web3 / fintech / traditional finance (TradFi), Prime brokerage, OTC trading, or liquidity sales are a strong plus
3. Strong understanding of: Crypto market structure (spot, derivatives, liquidity, APIs) Institutional trading workflows, Turkish regulatory environment (CMB, MASAK, KYC/AML)
4. Familiarity with Web3 ecosystem (wallets, DeFi, on-chain activity)preferred, Proven ability to close high-value clients, Strong network of institutional clients in Turkey/MENA/EU.
5. Excellent negotiation and stakeholder management skills
6. Fluent in English is highly preferred

The personal data you share as part of your job application is processed by CoinTR Crypto Asset Trading Platform, acting as the data controller in accordance with the Law No. 6698 on the Protection of Personal Data, solely for the purpose of conducting recruitment processes.