Manager, Institutional & VIP Sales / Trader Channel BD

Role Mission Acquire and manage institutional clients, VIP traders and trader channels to grow high-quality capital retention, open interest and trading volume, while maintaining client retention and compliance. Key Responsibilities • Institutional client acquisition: Develop quant funds, proprietary trading firms, asset managers, family offices and high-net-worth traders; complete client profiling, outreach, negotiation and onboarding. • VIP program management: Design and refine VIP tiers, fees and benefits; assign dedicated account managers; manage the full client lifecycle (onboarding, deposit, activity, retention, win-back). • Trader channel BD: Develop trader communities, KOLs, copy-trading leads, agents/IBs and rebate channels; assess channel quality, design commission structures and monitor results. • Requirements and product liaison: Gather institutional needs around APIs, sub-accounts, risk controls and settlement; work with Product and Engineering to deliver them. • Metrics management: Track new institutional and VIP clients, deposits and assets, open interest, volume contribution and retention; run regular reviews. • Compliance partnership: Support client KYC/KYB and restricted-jurisdiction screening; ensure channels and promotions do not touch restricted jurisdictions; follow marketing compliance rules. • Cross-functional collaboration: Coordinate with Market Making & Liquidity on market maker needs among institutional clients; work with Risk on large-trader exposure and liquidation shortfall events. Requirements • Education: Bachelor's degree or above; finance-related majors preferred. • Experience: 3+ years in sales or business development at a crypto exchange, broker, asset manager or market maker; existing institutional or VIP client relationships preferred. • Product knowledge: Understands perpetual contracts, leverage and margin; able to hold credible conversations with professional traders and institutional researchers. • Track record: Verifiable client resources and results (e.g. monthly volume, deposits, number of clients). • Capabilities: Strong communication and negotiation skills; proficient with CRM tools; data-driven reviews; fluent English; target-market languages preferred. • Nice to have: Experience on the VIP or institutional team of a top-tier exchange; relationships with quant funds, market makers or whales; familiarity with unrestricted markets such as Latin America, Turkey, the Middle East and CIS (no business may be conducted in restricted jurisdictions).