Senior Manager/ Manager, Business Development (Institutional/ VIP Sales)

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Manager / Manager, Business Development (Institutional / VIP Sales) based in Australia. This is a high-impact commercial role at the forefront of institutional crypto adoption across APAC and EMEA. You will be responsible for driving new business acquisition and expanding relationships with high-value institutional clients, including hedge funds, asset managers, proprietary trading firms, and retail/CFD brokers. The role blends traditional institutional sales expertise with deep exposure to digital assets, tokenized real-world assets, and crypto derivatives. You will operate in a fast-moving environment where market innovation, regulatory evolution, and product expansion continuously reshape opportunities. Acting as both a hunter and strategic advisor, you will guide clients through the full lifecycle from onboarding to active trading across multiple digital asset products. This position offers significant autonomy, direct revenue responsibility, and close collaboration with senior leadership in a globally scaling business. Accountabilities Drive end-to-end institutional and VIP sales cycles, including prospecting, pitching, negotiation, and onboarding of high-value clientsBuild and manage a strong pipeline across hedge funds, family offices, proprietary trading firms, asset managers, and retail/CFD brokersPromote and sell a full suite of digital asset solutions including exchange services, OTC trading, custody, CFD liquidity, and tokenized RWA productsLead adoption of real-world asset (RWA) offerings, educating clients on product structures, use cases, and associated risk frameworksOversee onboarding coordination with Legal, Compliance, and Operations teams to ensure seamless client activation and time-to-trade efficiencyServe as the primary relationship owner for institutional and VIP clients, ensuring long-term engagement, retention, and revenue growthIdentify cross-sell and upsell opportunities across trading, liquidity, custody, and emerging RWA productsProvide structured market feedback to Product and Strategy teams on client needs, competitive positioning, and regional market trendsMaintain accurate CRM reporting including forecasts, trading volumes, AUM, and client activity metricsContribute to continuous improvement of sales processes and institutional go-to-market strategies Requirements 4-12 years of experience in institutional sales, business development, or relationship management within fintech, trading, or traditional financial services2+ years of experience in digital assets with strong knowledge of spot and derivatives trading, custody, and exchange workflowsStrong understanding of CFD products and retail brokerage structures, including broker-liquidity provider models and execution flowsFamiliarity with tokenized real-world assets and emerging digital asset investment structures is highly desirableEstablished institutional network across APAC and/or EMEA, including hedge funds, asset managers, family offices, and brokersProven track record of meeting or exceeding revenue, trading volume, or AUM targetsStrong technical literacy, including understanding of APIs, FIX connectivity, and trading infrastructure conceptsExcellent communication and presentation skills with the ability to engage senior stakeholders and C-level executivesStrong commercial mindset with a “hunter” approach to new business acquisitionAbility to operate in fast-changing, high-growth, and cross-regional environmentsStartup mentality with adaptability to evolving products, markets, and regulatory conditions Benefits Competitive salary package with performance-based incentivesMedical insurance coverage including dependentsAttractive annual leave policy including birthday and work anniversary leaveFlexible work arrangements including hybrid or remote optionsCareer development and internal mobility opportunitiesExposure to cutting-edge digital asset and institutional crypto marketsWork with global teams in a fast-scaling, innovation-driven environmentEmployee perks including company-issued crypto cardStrong culture of ownership, collaboration, and high performance How Jobgether Works We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best! Why Apply Through Jobgether? Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.