Institutional Sales Manager

BitOasis is a leading cryptocurrency exchange dedicated to providing secure, deep-liquidity trading infrastructure for retail and institutional clients. Our Over-The-Counter (OTC) trading desk offers a premium, high-touch execution service for institutional investors, high-net-worth individuals (HNWIs), and corporate treasuries looking to execute large block trades with zero market impact, deep liquidity, and flexible settlement options.
### Role Summary
We are seeking a highly driven, "hunter"-oriented Institutional OTC Sales Manager to aggressively scale our OTC business. This is a front-line revenue-generating role heavily focused on new business origination. Crucially, the ideal candidate must come with an established, transferable book of institutional clients and a proven track record of monetizing those relationships in the digital asset space. You will act as the tip of the spear for our institutional go-to-market strategy, responsible for sourcing, pitching, and onboarding hedge funds, family offices, venture capital firms, asset managers, and token projects. You will work closely with our trading desk to facilitate large-ticket crypto transactions, ensuring your clients receive competitive pricing, seamless execution, and white-glove service. Time split: 70% new-business origination, 20% closing and activation, 10% growing wallet share in accounts you won. Servicing of the existing book sits with the desk (outside of your purview), so you stay in the market hunting. This is not a coverage seat. Growth is measured on five dimensions: net-new activated clients (KYB-approved, funded, traded); originated notional volume; originated net revenue; qualified pipeline coverage; and repeat flow and wallet share.
### Key Responsibilities

- New Business Development: Aggressively source, pipeline, and close new institutional clients requiring deep liquidity and off-order-book execution for large-volume crypto and stablecoin trades. This is not a coverage seat.
- Leverage Existing Book: Immediately tap into your existing, active network of institutional market participants to migrate trading volume to BitOasis’s OTC desk at scale with speed.
- Trade Facilitation: Act as the primary conduit between your clients and our internal trading desk. Facilitate large block trades, manage the Request for Quote (RFQ) lifecycle, and secure competitive pricing to minimize slippage.
- Client Onboarding & Compliance: Drive the momentum of the sales cycle by guiding newly acquired institutional clients through KYB (Know Your Business) and AML onboarding processes efficiently.
- Market Intelligence & Strategy: Provide clients with proactive market color, execution strategies, and insights to stimulate trading activity.
- Cross-Selling: Identify opportunities to embed clients further into the [Company Name] ecosystem by cross-selling prime brokerage, custody, and staking services.
- Relationship Management (secondary aspect): Maintain and expand relationships with newly onboarded clients by understanding their evolving liquidity needs, trading strategies, and settlement requirements.

Qualifications & Requirements

- Established Book of Business (Mandatory): Must possess a highly transferable and active "Rolodex" of institutional crypto market participants (e.g., quant funds, market makers, family offices, corporate treasuries) ready to execute. Be prepared to discuss it in detail at the interview.
- Experience: 3 to 5+ years of experience in institutional sales, OTC trading, or prime brokerage, with a minimum of 2 years directly selling crypto/digital asset OTC execution services. Evidence of net-new logos, originated volume and quota attainment, not accounts you serviced.
- Hunter Mentality: A proven, metrics-driven track record of outbound origination, net-new client acquisition, and exceeding revenue/volume targets.
- Technical Knowledge: Deep understanding of crypto market microstructure, liquidity aggregation, stablecoin settlement, and fiat banking rails.
- Sales Acumen: Exceptional pitching, negotiation, and closing skills. Ability to navigate complex, multi-stakeholder enterprise sales cycles with high-net-worth and institutional clients.
- Communication Skills: Impeccable verbal English and written English communication. Ability to explain complex execution strategies clearly under fast-paced market conditions. Arabic and GCC relationships are strong advantages.