Senior Institutional Sales Manager

Senior Institutional Sales Manager

OTC Desk | Digital Assets & Banking

Job Description

Position Key Goal.

To drive revenue growth and institutional adoption of the company's OTC trading services by acquiring, managing, and expanding (farming) a portfolio of high-value clients across multiple industries, with a focus on delivering tailored solutions and long-term strategic partnerships.

Key business processes.

Full sales cycle management, including client acquisition, deal structuring, and onboarding oversight. Cross-functional collaboration with the Legal and Compliance departments on client documentation, risk assessments, and regulatory approvals. Close cooperation with the Payment Execution and Treasury departments to align trade settlements, resolve payment issues, and ensure transparency in fund flows and recurring trade commitments. Coordination of transaction reviews and resolution of risk flags to ensure uninterrupted and compliant trading operations.

Job Functions.

• Client Acquisition & Relationship Management. Identify, engage, and onboard institutional clients, including banks, hedge funds, family offices, proprietary trading firms, and high-net-worth individuals, as well as other industries with significant cross-border payment needs. Cultivate and maintain strong relationships to drive repeat business and client retention.

• Sales Strategy & Execution. Develop and implement sales strategies tailored to the needs of institutional clients. Collaborate with internal teams to customize OTC solutions that align with client objectives.

• Market Analysis & Product Development. Monitor market trends, client feedback, and competitor activities to inform product offerings, pricing model and competitive advantages.

• Compliance & Risk Management. Ensure all client interactions and transactions comply with regulatory standards and internal policies. Coordinate with compliance teams for seamless client onboarding and KYC/AML processes.

Required experience and background

• Extensive experience in institutional sales, business development, or relationship management within financial services, ideally with direct exposure to OTC trading, FX, or prime brokerage.

• Solid background in the digital assets/crypto industry, with a deep understanding of blockchain-based products, crypto markets, and regulatory considerations across multiple jurisdictions.

• Proven track record of acquiring, managing, and growing institutional client portfolios, particularly across hedge funds, proprietary trading firms, family offices, fintechs, and banks, as well as other industries with significant cross-border payment needs such as payment service providers (PSPs), remittance companies, global e-commerce platforms, foreign exchange brokers, crypto-exchanges, landing platforms, developers and real-estate companies and high-growth international startups.

• Strong familiarity with OTC trading workflows, including trade negotiation, pricing, execution, settlement, and reporting.

• Experience working closely with Legal, Compliance, and KYT/AML teams to support client onboarding, risk evaluation, and transaction monitoring.

• Solid understanding of cross-border payments, fiat/crypto fund flows, and associated treasury operations.

• Excellent communication, interpersonal, and negotiation skills, with the ability to interface confidently with C-level executives and key stakeholders.

• Bachelor's degree in Finance, Economics, Business Administration, or a related field; advanced certifications (e.g., CFA, CAMS, or blockchain credentials) are a plus.

• Candidates with prior experience in traditional banking environments will be given strong consideration.

• Number of new clients onboarded.

• Growth in OTC trading volume and revenue.

• Development and successful launch of tailored financial products.

• Uncapped performance-based bonus plan, rewarding results and revenue impact without limits.

• Global industry exposure through attendance at premier events such as Money20/20, Consensus, Paris Blockchain Week, Token2049, The Trading Show, and other top-tier conferences — driving client acquisition, enhancing market presence, and cultivating high-value relationships.

• Endless opportunities for professional growth and career advancement within a fast-evolving, innovation-driven global industry.

Company Overview.

Advanced Payment Solutions (APS) is a next-generation payment service provider, driving fintech innovation across global markets. Backed by multiple financial licenses and extensive international coverage, APS delivers secure, fast, and scalable payment processing and OTC solutions. Trusted by global players, APS partners with tier-1 crypto exchanges, liquidity providers and well-recognized traditional banks to bridge the gap between digital assets and traditional finance, enabling seamless cross-border financial operations.