Job Description

Who We Are At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom. OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves. Across our multiple offices globally, we are united by our core principles: We Before Me, Do the Right Thing, and Get Things Done. These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er. OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more. What You’ll Be Doing Institutional Client Development & Acquisition - Proactively identify and develop high-value institutional clients with significant asset scale and trading potential, including professional investment firms, asset management companies, quantitative trading teams, and family offices. - Build a consistent client pipeline through industry events, peer referrals, and in-person visits, and drive partnerships to closure efficiently. Deep Relationship Management & Client Lifecycle - Develop a thorough understanding of each client's trading strategy, capital structure, and product needs, and deliver tailored service solutions accordingly. - Maintain regular and in-depth engagement with clients, foster long-term trust-based relationships, and continuously drive growth in assets under management, trading activity, and platform stickiness. KPI Ownership & Business Performance - Take full ownership of key performance metrics for your client portfolio, including AUM, trading volume, and revenue contribution. - Consistently meet monthly and quarterly targets for asset onboarding and business activation, and optimize client value output over time. Consultative Product Sales - Develop deep expertise across the platform's full product suite — including spot, derivatives, structured products, and institution-exclusive services — and provide tailored product recommendations based on each client's investment strategy and business objectives, helping clients optimize returns or achieve risk management goals. Client Needs Synthesis & Cross-Functional Collaboration - Gather and synthesize institutional client pain points and customization requests. Coordinate with internal teams across product, risk, compliance, and operations to deliver bespoke solutions for key clients. - Proactively provide clients with market insights and professional guidance at critical moments. Market Intelligence & Competitive Tracking - Stay current on institutional crypto market trends and competitor service strategies. - Regularly share market intelligence and client feedback internally to inform product development and business strategy. 高净值机构客户开发与拓展 - 主动挖掘并开发具备高资产规模与高交易潜力的优质机构客户，目标群体涵盖专业投资机构、资产管理公司、量化团队等。通过行业活动、同业转介、线下拜访等多元渠道持续建立客户漏斗，快速识别高潜力目标并推动合作落地。深度客户关系维护与生命周期管理 - 深度理解所负责客户的交易策略、资金结构与产品需求，制定个性化服务方案。定期与客户保持深度沟通与回顾，维护稳固的长期合作关系，持续提升客户资产规模、交易活跃度与平台黏性。核心业绩指标达成 - 直接对所负责客户的资产规模、交易量及收益贡献等核心业绩指标负责，按月度/季度目标完成资产引入与业务激活，持续优化客户价值产出。机构产品方案顾问式销售 - 深入掌握平台现货、衍生品、结构化产品及机构专属服务等全产品线，能够根据不同机构客户的投资策略与业务需求，提供专业的产品组合建议，协助客户实现收益优化或风险管理目标。客户需求收集与内部协同 - 深度收集并整合机构客户的痛点与定制化需求，协调产品、风控、合规、运营等内部团队资源，推动重点客户方案落地。在关键市场节点主动为客户提供信息支持与专业建议。行业洞察与竞品追踪 - 持续跟踪机构加密市场动态及主要竞品的服务策略，定期向内部输出市场情报与客户反馈，为产品迭代和业务策略优化提供一线视角。 What We’re Looking For - At least 2 years of work experience in the Web3 industry, with hands-on usage or service experience related to major exchanges, wallets, custody solutions, DeFi products, etc. - Able to quickly identify and qualify target clients, with strong communication, negotiation and relationship-building skills. Experience in managing high-potential client relationships, client service or account operations is preferred. Basic understanding of financial markets, derivatives and risk–return; background in banking, securities or asset management is a strong plus. - Clear KPI & result orientation, and comfortable using data to measure and manage performance. - Comfortable with a high-intensity work pace and frequent travel / client visits. - Strong self-motivation and resilience, able to find paths forward and drive execution in an uncertain environment. - Able to work in both Chinese and English (listening, speaking, reading and writing). - Bachelor’s degree or above; majors in Finance, Economics, Accounting, Mathematics, Statistics, Computer Science or related fields are preferred. - 至少2 年及以上web3 行业工作经验，对主流交易所、钱包、托管、DeFi 等产品有实际使用或服务经验（优秀应届毕业生也可考虑） - 能够快速识别与筛选目标客户，具备优秀的沟通谈判技巧与关系维护能力，有高潜力客户的客户关系管对金融市场、衍生品、风险收益等有基本认知，有银行、券商、资管等金融背景者优先。客户服务和运营等相关工作经验优先； -

Requirements

What We’re Looking For

- At least 2 years of work experience in the Web3 industry, with hands-on usage or service experience related to major exchanges, wallets, custody solutions, DeFi products, etc.

- Able to quickly identify and qualify target clients, with strong communication, negotiation and relationship-building skills. Experience in managing high-potential client relationships, client service or account operations is preferred. Basic understanding of financial markets, derivatives and risk–return; background in banking, securities or asset management is a strong plus.

- Clear KPI & result orientation, and comfortable using data to measure and manage performance.

- Comfortable with a high-intensity work pace and frequent travel / client visits.

- Strong self-motivation and resilience, able to find paths forward and drive execution in an uncertain environment.

- Able to work in both Chinese and English (listening, speaking, reading and writing).

- Bachelor’s degree or above; majors in Finance, Economics, Accounting, Mathematics, Statistics, Computer Science or related fields are preferred.

- 至少2 年及以上web3 行业工作经验，对主流交易所、钱包、托管、DeFi 等产品有实际使用或服务经验（优秀应届毕业生也可考虑）

- 能够快速识别与筛选目标客户，具备优秀的沟通谈判技巧与关系维护能力，有高潜力客户的客户关系管对金融市场、衍生品、风险收益等有基本认知，有银行、券商、资管等金融背景者优先。客户服务和运营等相关工作经验优先；

Responsibilities

What You’ll Be Doing

- Institutional Client Development & Acquisition: Proactively identify and develop high-value institutional clients with significant asset scale and trading potential, including professional investment firms, asset management companies, quantitative trading teams, and family offices. Build a consistent client pipeline through industry events, peer referrals, and in-person visits, and drive partnerships to closure efficiently.

- Deep Relationship Management & Client Lifecycle: Develop a thorough understanding of each client's trading strategy, capital structure, and product needs, and deliver tailored service solutions accordingly. Maintain regular and in-depth engagement with clients, foster long-term trust-based relationships, and continuously drive growth in assets under management, trading activity, and platform stickiness.

- KPI Ownership & Business Performance: Take full ownership of key performance metrics for your client portfolio, including AUM, trading volume, and revenue contribution. Consistently meet monthly and quarterly targets for asset onboarding and business activation, and optimize client value output over time.

- Consultative Product Sales: Develop deep expertise across the platform's full product suite — including spot, derivatives, structured products, and institution-exclusive services — and provide tailored product recommendations based on each client's investment strategy and business objectives, helping clients optimize returns or achieve risk management goals.

- Client Needs Synthesis & Cross-Functional Collaboration: Gather and synthesize institutional client pain points and customization requests. Coordinate with internal teams across product, risk, compliance, and operations to deliver bespoke solutions for key clients. Proactively provide clients with market insights and professional guidance at critical moments.

- Market Intelligence & Competitive Tracking: Stay current on institutional crypto market trends and competitor service strategies. Regularly share market intelligence and client feedback internally to inform product development and business strategy.

- 高净值机构客户开发与拓展: 主动挖掘并开发具备高资产规模与高交易潜力的优质机构客户，目标群体涵盖专业投资机构、资产管理公司、量化团队等。通过行业活动、同业转介、线下拜访等多元渠道持续建立客户漏斗，快速识别高潜力目标并推动合作落地。

- 深度客户关系维护与生命周期管理: 深度理解所负责客户的交易策略、资金结构与产品需求，制定个性化服务方案。定期与客户保持深度沟通与回顾，维护稳固的长期合作关系，持续提升客户资产规模、交易活跃度与平台黏性。

- 核心业绩指标达成: 直接对所负责客户的资产规模、交易量及收益贡献等核心业绩指标负责，按月度/季度目标完成资产引入与业务激活，持续优化客户价值产出。

- 机构产品方案顾问式销售: 深入掌握平台现货、衍生品、结构化产品及机构专属服务等全产品线，能够根据不同机构客户的投资策略与业务需求，提供专业的产品组合建议，协助客户实现收益优化或风险管理目标。

- 客户需求收集与内部协同: 深度收集并整合机构客户的痛点与定制化需求，协调产品、风控、合规、运营等内部团队资源，推动重点客户方案落地。在关键市场节点主动为客户提供信息支持与专业建议。

- 行业洞察与竞品追踪: 持续跟踪机构加密市场动态及主要竞品的服务策略，定期向内部输出市场情报与客户反馈，为产品迭代和业务策略优化提供一线视角。

Skills Required

communicationnegotiationrelationship-buildingclient onboardingdata-driven performance measurementfundamental understanding of financial marketsderivativesrisk–return conceptsmulti-language (English and Chinese)stakeholder collaborationinstitutional product knowledge (spot, derivatives, structured products)client lifecycle managementmarket intelligencetravel readinessfinancial services industry familiarity

Institutional Relationship Manager

Job Description

Requirements

Responsibilities

Skills Required

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