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Senior Manager / Manager, Business Development (Institutional / VIP Sales) - APAC & EMEA

About the Company

Founded in 2016, Crypto.com serves more than 150 million customers and is the world's fastest growing global cryptocurrency platform. Our vision is simple: Cryptocurrency in Every Wallet™. Built on a foundation of security, privacy, and compliance, Crypto.com is committed to accelerating the adoption of cryptocurrency through innovation and empowering the next generation of builders, creators, and entrepreneurs to develop a fairer and more equitable digital ecosystem.

About the Role

The institutional sales team provides an opportunity for you to take ownership and build your institutional/high-net-worth clientele. You will be part of an exciting journey from onboarding a client to their first crypto instrument, to customizing a crypto product for your client that the market has never seen before.

Responsibilities

• Proactively source, pitch, and onboard institutional prospects — specifically targeting hedge funds, family offices, proprietary trading firms, retail/CFD brokers, and APAC- and EMEA-based asset managers with an appetite for digital assets and RWA products.
• Drive adoption of Crypto.com's tokenized RWA offerings among institutional clients; educate prospects on product mechanics, use cases, and risk profiles specific to asset-backed instruments.
• Effectively position the full Crypto.com ecosystem — Exchange, OTC desk, Custody, CFD liquidity, and RWA instruments — to meet the specific needs of institutional traders, retail brokers, and portfolio managers.
• Drive the end-to-end onboarding process, coordinating with Legal, Compliance, and Operations to ensure a seamless "time-to-trade" for new clients across all core product lines and RWA verticals.
• Serve as the primary point of contact for your book of business, ensuring high retention and identifying opportunities to upsell or cross-sell RWA instruments and new exchange products.
• Provide "boots on the ground" feedback to the Product and Strategy teams on competitor platforms, the retail/CFD broker landscape, RWA market developments, client pain points, and APAC- and EMEA-specific regulatory trends.
• Maintain accurate records of sales activity and forecasts within the CRM, providing regular updates on KPIs including Trading Volume, AUM, and RWA transaction flow.

Requirements

• 4–12 years of experience in Institutional Sales, Business Development, or Relationship Management within FinTech, Traditional Finance, or a regulated derivatives/exchange environment. Open to mid-level (Manager) through senior (Senior Manager) profiles.
• 2+ years of dedicated experience in the digital asset space, with a solid understanding of spot/derivatives trading, custodial workflows, and familiarity with RWA products.
• Solid understanding of CFD products and the retail brokerage ecosystem — including broker-LP relationships, A-book/B-book models, and how retail flow interacts with institutional liquidity. Hands-on experience at or selling into a CFD/retail broker is strongly preferred.
• Working knowledge of tokenized real-world assets (on-chain fixed income, equities, commodity-backed tokens); hands-on sales or BD experience in this vertical is a strong plus.
• An existing network of institutional contacts across APAC and/or EMEA — crypto-native funds, HFT firms, asset managers, family offices, and retail/CFD brokers — with a demonstrated interest in emerging digital asset verticals.
• Ability to discuss API connectivity, FIX protocol, sub-account structures, and on-chain settlement mechanics with client technical teams.
• A proven track record of meeting or exceeding individual sales quotas and volume targets across multiple product types.
• Strong presentation skills with the ability to navigate complex conversations with Portfolio Managers, Operations Heads, Broker CEOs, and C-suite stakeholders on topics spanning crypto derivatives, CFDs, and RWA tokenization.
• A "startup" mindset with the ability to pivot quickly as market conditions, product offerings, and regulatory environments evolve across APAC and EMEA.

Benefits

• Competitive salary
• Medical insurance package with extended coverage to dependents
• Attractive annual leave entitlement including: birthday, work anniversary
• Work Flexibility Adoption. Flexi-work hour and hybrid or remote set-up
• Aspire career alternatives through us. Our internal mobility program can offer employees a diverse scope.
• Work Perks: crypto.com visa card provided upon joining

Location

Melbourne, Australia (Remote)