Manager, Institutional Sales

Responsibilities

• Develop and grow institutional client channels for the exchange business, including brokerages, trading firms, asset managers, fintech platforms, software providers, and regional distribution partners.
• Identify and capture new business opportunities while establishing strategic partnerships across Hong Kong, Taiwan, and the wider APAC region.
• Build, manage, and strengthen long-term relationships with institutional clients and key ecosystem stakeholders.
• Partner closely with internal teams including Product, Listings, Operations, and Compliance to execute growth initiatives and enhance client engagement.
• Represent the company at industry conferences, networking events, and client meetings to increase market presence and business opportunities.
• Stay abreast of industry developments, competitor activities, and client trends to support market expansion and commercial strategies.

Requirements

• 5-8 years of experience in institutional sales, business development, partnership management, or related commercial roles within exchanges, brokerage firms, asset management companies, fintechs, or financial technology providers.
• Strong understanding of institutional financial markets, trading infrastructure, capital markets, or the digital asset ecosystem.
• Established network and channel relationships within Hong Kong and/or Taiwan institutional markets would be an advantage.
• Fluency in Cantonese, English, and Mandarin.
• Demonstrated success in relationship management, business development, and client acquisition, supported by a stable career history.
• Entrepreneurial, results-oriented, and capable of thriving in a dynamic and fast-paced environment.

Preference

• Experience gained from leading brokerage firms, financial institutions, asset managers, trading infrastructure providers, exchanges, or financial software vendors.
• Proven track record in market expansion, channel development, and revenue generation, beyond traditional account management responsibilities.
• Strong exposure to new market entry, channel acquisition, strategic partnerships, and ecosystem-building initiatives.
• Commercially driven mindset with the ability to identify opportunities and convert them into sustainable business growth.