Institutional Business Development Manager or Director

You will originate and manage strategic relationships with institutional counterparties, develop commercial strategies, and grow revenue across OTC, derivatives, and liquidity solutions. You will identify client hedging and risk-transfer needs, collaborate with trading product and operations teams, expand existing accounts, monitor market developments, and manage the commercial pipeline.

Responsibilities

• Drive growth across institutional OTC and derivatives businesses
• Originate develop and manage institutional counterparty relationships
• Develop commercial strategies for client acquisition and revenue growth
• Collaborate with trading product and operations teams to commercialize products
• Identify hedging liquidity and risk-transfer requirements
• Cross-sell liquidity offerings and expand existing relationships
• Gather market intelligence and product feedback
• Identify strategic partnerships and expansion opportunities
• Monitor market structure competitive dynamics and regulatory trends
• Manage the business development pipeline and CRM processes

Requirements

• Manager level: 4–7+ years of relevant experience in institutional financial markets trading capital markets financial infrastructure or a related commercial environment
• Experience in institutional business development sales partnerships capital markets coverage or a counterparty-facing role
• Strong understanding of OTC markets institutional trading workflows and derivatives products
• Demonstrated experience managing and developing institutional client relationships
• Track record of measurable commercial outcomes through client acquisition revenue growth or strategic account development
• Ability to identify client requirements and develop solutions with trading and product teams
• Strong understanding of market structure liquidity and trading products across traditional markets
• Excellent communication and stakeholder management skills
• Ability to manage a commercial pipeline and execute growth objectives
• Intellectual curiosity and willingness to develop expertise in digital asset market structure electronic trading and liquidity provision
• Series 7 and Series 63 licenses preferred for relevant US-based candidates
• Director level: 7–10+ years of relevant institutional markets experience
• Significant track record in institutional sales derivatives FICC trading capital markets or strategic partnerships
• Strong existing network of institutional counterparties and senior decision-makers
• Significant experience originating and growing institutional revenue
• Deep knowledge of OTC and derivatives markets including options and structured solutions
• Experience structuring or selling derivatives-based hedging and risk-transfer solutions
• Ability to develop and execute commercial strategies across regions client segments or products
• Strong record of winning strategic accounts and expanding wallet share
• Ability to identify new products partnerships and market opportunities and help bring them to market
• Credibility with senior stakeholders across financial institutions trading firms and market infrastructure providers

Benefits

• Team events celebrations and company-wide team-building events
• Performance-based compensation with significant earning upside
• Private medical insurance