Institutional Business Development Director – APAC

Our client, a pioneering leader in the digital asset space, is seeking a dynamic and results-driven Institutional Business Development Director to join a high-performing APAC team. The successful candidate will be responsible for generating and closing complex, high-impact sales opportunities and devising tailored strategies to build a robust client base.

Overview

Department

Business Development & Sales

Job type

Full time

Compensation

Salary not specified

Location

Sydney, Australia, Oceania & Pacific Islands

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Key Responsibilities

Proactively identify and pursue institutional sales opportunities throughout APAC, focusing on pipeline creation and conversion via persistent outreach, relationship building, and strategic engagement.

Lead full-cycle sales processes—from initial contact to negotiation and closing—with an emphasis on high-revenue, high-impact clients.

Develop and refine client profiles, leveraging previous success stories to replicate and scale winning strategies in new market segments.

Evaluate and activate new revenue opportunities, both within existing relationships and through targeted outreach in untapped areas.

Ensure all new clients adhere to compliance standards and pose no reputational, regulatory, or financial risk.

Deliver structured, actionable feedback to product and executive teams, shaping offerings to capture institutional market share.

Ideal Candidate Profile

Possesses a hunter mindset: naturally proactive, resourceful, and motivated by the challenge of converting cold leads into trusted, long-term clients.

Demonstrated excellence in closing sales, with a proven track record of leading full-cycle deals and establishing high-value partnerships.

Deep understanding of the institutional crypto landscape and core products such as Block Trading, Derivatives (Perps/Futures/Options/Margin), and Cash OTC.

Strong awareness of local market dynamics and the ability to navigate complex decision-making environments to influence institutional buyers.

Exceptional interpersonal and communication skills, able to inspire trust, tailor pitches for C-level stakeholders, and handle objections with credibility and confidence.

Previous experience in crypto or fintech sales is highly desirable, particularly within another exchange or trading platform.

The Opportunity

A dynamic and results-driven Institutional Business Development Director is sought to join a high-performing APAC team. This is a unique opportunity for a true sales hunter—someone who thrives on uncovering opportunities, opening doors, and forging high-value relationships with institutional clients across the region.

Acting as a vital bridge between clients and internal teams, this role will provide strategic insights to enhance product offerings and drive accelerated growth.

This is a rare chance to join a fast-growing, forward-thinking organization at the cutting edge of digital finance. If you are a driven sales professional ready to make an impact in the APAC institutional market, we want to hear from you.