Senior Manager, Business Development – Institutional, VIP Sales

This is a fully remote position, open to applicants in Australia.

📋 Description

• Proactively identify, present, and onboard institutional clients, specifically focusing on hedge funds, family offices, proprietary trading firms, retail/CFD brokers, as well as asset managers in APAC and EMEA with an interest in digital assets and real-world asset (RWA) products.

• Facilitate the adoption of Crypto.com's tokenized RWA offerings among institutional clients by educating prospects on product mechanics, use cases, and risk profiles associated with asset-backed instruments.

• Effectively showcase the complete Crypto.com ecosystem — including Exchange, OTC desk, Custody, CFD liquidity, and RWA instruments — to fulfill the distinct needs of institutional traders, retail brokers, and portfolio managers.

• Manage the comprehensive onboarding process, collaborating with Legal, Compliance, and Operations to guarantee a smooth "time-to-trade" experience for new clients across all primary product lines and RWA sectors.

• Act as the main point of contact for your portfolio, ensuring high retention rates while identifying opportunities for upselling or cross-selling RWA instruments and new exchange products.

• Provide actionable feedback to the Product and Strategy teams regarding competitor platforms, the retail/CFD brokerage landscape, RWA market trends, client challenges, and regulatory developments specific to APAC and EMEA.

• Keep precise records of sales activities and forecasts within the CRM, regularly updating KPIs such as Trading Volume, AUM, and RWA transaction flow.

⛳️ Requirements

• 4–12 years of experience in Institutional Sales, Business Development, or Relationship Management within the FinTech sector, Traditional Finance, or regulated derivatives/exchange environments. Open to candidates from mid-level (Manager) to senior (Senior Manager) positions.

• A minimum of 2 years of dedicated experience in the digital asset domain, with a robust understanding of spot/derivatives trading, custodial workflows, and familiarity with RWA products.

• Strong comprehension of CFD products and the retail brokerage landscape, including broker-LP relationships, A-book/B-book models, and the interaction of retail flow with institutional liquidity. Hands-on experience at or selling to a CFD/retail broker is highly preferred.

• Proficient understanding of tokenized real-world assets (on-chain fixed income, equities, commodity-backed tokens); direct sales or business development experience in this area is a significant advantage.

• An established network of institutional contacts throughout APAC and/or EMEA — including crypto-native funds, HFT firms, asset managers, family offices, and retail/CFD brokers — with a proven interest in emerging digital asset sectors.

• Capability to discuss API connectivity, FIX protocol, sub-account structures, and on-chain settlement mechanics with client technical teams.

• A demonstrated history of meeting or surpassing individual sales quotas and volume targets across various product categories.

• Excellent presentation skills with the ability to engage in complex discussions with Portfolio Managers, Operations Heads, Broker CEOs, and C-suite stakeholders on subjects related to crypto derivatives, CFDs, and RWA tokenization.

• A "startup" mindset with the agility to adapt quickly as market conditions, product offerings, and regulatory frameworks change across APAC and EMEA.

🏝️ Benefits

• Competitive salary

• Medical insurance package with extended coverage for dependents

• Generous annual leave entitlement including birthday and work anniversary days

• Flexible work arrangements, including flexi-work hours and hybrid or remote setups

• Opportunities for career growth through our internal mobility program, offering a diverse range of options

• Additional perks, such as a Crypto.com visa card provided upon joining