Head of Strategic Institutions (Web3)

TL;DR

Head of Strategic Institutions (Web3/Crypto): Originating and closing partnerships with VIP institutional clients such as banks and hedge funds with an accent on revenue growth and C-suite relationship monetization. Focus on structuring complex commercial deals, driving institutional adoption of crypto products, and aligning product roadmaps with institutional needs.

Location: London, United Kingdom

Company

OKX is a leading crypto exchange and developer of the OKX Wallet, providing millions of users and large institutions access to crypto trading and decentralized applications.

What you will do

• Curate and monetize a personal network of C-suite relationships at the largest global financial institutions.
• Own consolidated institutional revenue targets, forecasting, and pipeline health.
• Develop and execute strategies to balance long-cycle bank partnerships with short-cycle fund and asset manager clients.
• Act as the commercial architect for Tier 1 deals, structuring creative partnerships and negotiating terms.
• Translate institutional product requirements into business cases with ROI estimates for internal product and engineering teams.
• Shape the institutional marketing narrative and oversee the development of sales and marketing collateral.

Requirements

• 10+ years of Business Development experience.
• Active institutional network with C-suite decision-makers at banks, asset managers, and funds within the last 18 months.
• Proven track record of personally originating and closing institutional partnerships.
• Deep fluency in crypto products, including custody models, FIX connectivity, and regulatory frameworks.
• Experience managing and directing senior, director-level professionals.

Nice to have

• Experience building institutional sales teams and playbooks in high-growth environments.
• Proficiency in using AI tools (e.g., Claude) for workflow automation and productivity.
• Experience with CRMs, pipeline building tools, and sales intelligence platforms.
• Ability to sell to both complex, integration-heavy banks and standardized fund clients simultaneously.

Culture & Benefits

• Competitive total compensation package.
• L&D programs and education subsidies for professional growth.
• Various team building programs and company events.