وصف الوظيفة
Role Overview
Head of Strategic Institutions at OKX. This role leads institutional business development and relationship management globally, responsible for originating and closing partnerships with major financial institutions including banks, asset managers, hedge funds, family offices, quant funds, and sovereign wealth funds.
Company Overview
OKX is a leading crypto exchange and developer of OKX Wallet, providing millions with access to crypto trading and decentralized crypto applications (dApps). OKX serves as a trusted brand for hundreds of large institutions seeking access to crypto markets. The company operates across multiple global offices and is guided by core principles: We Before Me, Do the Right Thing, and Get Things Done. OKX is part of OKG, a broader group bringing blockchain value to users worldwide through products including OKX, OKX Wallet, and OKLink.
Role Purpose
You are the relationship monetizer for all VIP institutions, responsible for originating, progressing, and closing partnerships with major institutional clients that generate substantial recurring revenues and establish OKX as a credible institutional counterparty globally. Your network is the vertical's primary competitive advantage.
Key Responsibilities
Network Development & Growth
- Curate, expand, and monetize your personal network of C-suite relationships at the largest global financial institutions.
- Own Tier 1 network expansion as the primary source of competitive advantage for the institutional vertical.
Revenue Management
- Carry the consolidated institutional revenue target across all segments.
- Own the revenue number, forecast accuracy, and pipeline health.
- Monitor and oversee pipeline development for all institutional client segments.
Strategy & Segment Prioritization
- Determine how to balance long-cycle bank partnerships (6-12+ months, custom integration, marquee logos) with shorter-cycle fund and asset manager clients (3-6 months, standardized product, revenue velocity).
- Establish vertical strategy and prioritize segments accordingly.
Deal Origination & Commercial Closing
- Serve as the commercial architect on the largest deals.
- Structure creative partnerships, negotiate terms, and close transactions.
- Work alongside your Senior Relationship Director who drives relationship-led selling and oversee the Senior Institutional Relationship Manager who executes commercially.
Product & Advocacy
- Translate institutional client product requirements into business cases with ROI estimates.
- Advocate internally with product and engineering teams for new capabilities including custom custody flows, new API capabilities, and regulatory wrappers.
Regulatory & Compliance Positioning
- Articulate OKX's regulatory standing (MiCA licensing, banking partnerships, compliance infrastructure) to client compliance committees, boards, and risk teams.
- Make the case for why OKX is a defensible counterparty to traditional financial institutions.
Institutional Marketing & External Positioning
- Own how OKX is perceived in the institutional market.
- Shape the narrative for OKX institutional positioning.
- Oversee development of sales and marketing collateral including pitch decks, solution briefs, case studies, and competitive positioning documents.
- Shape press releases for institutional milestones.
- Develop thought leadership content that articulates OKX's integration-first, relationship-led positioning.
Qualifications & Experience
- 10+ years of business development experience.
- Active institutional network with proven business dealings with C-suite decision-makers at banks, asset managers, and funds within the last 18 months.
- Demonstrated personal experience originating and closing institutional partnerships.
- Deep crypto product fluency, able to discuss custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks credibly without preparation.
- Understanding of infrastructure development lifecycle of banks and traditional asset managers entering digital assets.
- Senior team management experience directing director-level professionals.
Skills & Competencies
- Lead through influence and partnership with senior-level professionals.
- Discuss institutional-grade crypto products and infrastructure credibly.
- Negotiate complex, long-cycle institutional deals.
Nice to Have Skills
- Existing network of institutional contacts in banks, asset managers, and funds.
- Experience selling simultaneously to both banks (complex, long-cycle, integration-heavy) and funds (shorter-cycle, standardized).
- Track record of building institutional sales teams and playbooks in high-growth environments.
- Experience developing sales collateral, thought leadership content, or institutional marketing narratives.
- Experience with CRMs, pipeline building, tool management, and sales intelligence platforms for institutional prospecting.
- Proficiency in AI tooling (e.g., Claude) for workflow automation and productivity enhancement on behalf of small, high-performance teams.
Additional Information
OKX offers a competitive total compensation package, L&D programs and education subsidy for employee growth and development, and various team building programs and company events.
OKX is committed to equal employment opportunities regardless of race, color, genetic information, creed, religion, sex, sexual orientation, gender identity, lawful alien status, national origin, age, marital status, non-job-related physical or mental disability, or protected veteran status.