Institutional Partnerships Manager

What you’ll be doing

• Counterparty Acquisition and Growth:

- Develop and execute sales strategies to distribute crypto financial solutions to institutional counterparties globally. - Build and maintain relationships with high-value stakeholders, including crypto prime brokers, custodians with active trading desks, broker-dealers’, hedge funds, family offices, asset managers, exchanges, and trading desks. - Own and achieve P&L targets through external engagement and business development.

• Sales Cycle Management:

- Lead end-to-end sales processes, including origination, qualification, negotiations, contract closures and onboarding. - Leverage CRM tools to forecast pipelines, manage opportunities, and report on sales metrics.

• Advisory and Product Expertise:

- Act as a trusted advisor, offering insights into derivatives, algorithmic strategies, market-making, and liquidity solutions in both centralized (CeFi) and decentralized (DeFi) ecosystems. - Stay informed about crypto regulations, RFQ protocols, and exchange mechanics to guide stakeholders effectively.

• Collaboration with Internal Teams:

- Work closely with trading, technology, and operations teams to deliver seamless counterparty experiences. - Coordinate with marketing and ecosystem development teams to promote Caladan’s brand and expand its footprint in the crypto landscape.

The Ideal Candidate

• Experience and Expertise:

- Proven track record of exceeding sales quotas in institutional finance or trading environments. - Deep understanding of cryptocurrency markets, including derivatives, algorithmic trading, RFQs, market-making, and liquidity. - Previous experience in building new businesses within sales, trading, or business development roles at leading firms.

• Sales Skills and Methodologies:

- Proficient in account-based marketing, objection handling, pipeline forecasting, and challenger sales. - Skilled in presenting complex solutions to diverse audiences, with exceptional communication and negotiation abilities.

• Entrepreneurial Mindset:

- A self-starter with the ability to thrive in fast-paced, high-growth environments. - Passionate about driving results and scaling business opportunities.

What the Company Offers

• The base salary range for this role is $150,000–$250,000.
• Actual compensation may also include discretionary bonus and other benefits.