Director of Institutional Sales

2 days ago

Greater Kuala Lumpur, Malaysia BlockDelta Full time $120,000 - $240,000 per year

Our client is a leading fintech company transforming cross-border payments and digital asset settlements across Asia. As part of their expansion plans, they are looking for a
Director of Institutional Sales
to drive business development and manage institutional relationships with exchanges, OTC desks, hedge funds, payment providers, and corporate treasuries.

Ideal Candidate:

We're seeking a seasoned sales leader with a strong network in fintech or crypto markets. You have a proven track record in generating revenue, cultivating long-term partnerships, and managing complex institutional sales. You thrive in fast-paced, high-growth environments, with deep knowledge of digital asset settlements, stablecoins, and cross-border payments. Your ability to combine strategic insight with relationship management will be key to driving growth and reinforcing the company's market leadership.

Responsibilities:

  • Identify and secure new business opportunities with exchanges, OTC desks, institutional traders, and payment providers.
  • Promote and expand the use of the company's stablecoin solutions for cross-border settlements and liquidity management.
  • Create customized proposals and structure deals to meet institutional client needs.
  • Achieve and surpass assigned Total Payment Volume (TPV) and Net Revenue Contribution (NRC) goals.
  • Work closely with Treasury and Product teams to optimize settlement processes and support liquidity.
  • Establish and nurture lasting relationships with institutional clients to drive retention and growth.
  • Hold periodic business reviews to uncover opportunities for cross-selling and upselling.
  • Coordinate onboarding activities with Compliance, Legal, and Operations teams.
  • Act as the main point of contact for clients regarding operational or transaction-related concerns.
  • Partner with the Head of Digital Assets to develop growth strategies and partnership plans for specific corridors.
  • Share insights on client behavior, regulatory changes, and competitor activity to inform strategic decisions.
  • Relay client feedback and liquidity requirements to Product and Engineering teams to support solution improvements.
  • Act as a company representative at industry conferences, panels, and client events to enhance brand presence.

Qualifications:

  • 8–12 years leading business growth, client relations, or institutional sales in fintech, FX, or crypto markets.
  • Proven experience of expanding revenue, transaction flow, or managed assets through high-value partnerships.
  • Extensive connections with OTC desks, trading firms, exchanges, and corporate treasury teams across Asia.
  • Strong expertise in international settlements, stablecoin frameworks, and managing liquidity operations.
  • Expert in structuring and finalizing sophisticated deals, with proven presentation and negotiation abilities.
  • Self-starter with an entrepreneurial approach, thriving in fast-paced, results-focused settings.
  • Academic background in Finance, Business, or a related discipline; advanced qualifications such as a Master's or CFA are highly valued.
  • Proficient in English; fluency in regional Asian languages (e.g., Mandarin, Thai, Tagalog, Bahasa, or Vietnamese) is advantageous.

Join a proven team of high-performing professionals driving real success. Think you're a great fit? Apply now by submitting your resume via the link provided.

For additional information about open vacancies and events we are attending, please feel free to follow our LinkedIn Page. We are presently working on numerous client roles at BlockDelta.

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