Institutional Relationship Manager

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.

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.

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.

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.

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.

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.

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.