Institutional Business Development - Manager/Director

About the role

Wintermute operates as one of the largest algorithmic trading firms in the digital asset space, providing liquidity across major exchanges and supporting both blockchain projects and traditional financial institutions. The firm is deeply integrated into the digital asset ecosystem, making it a pivotal player in the market.

In this role, you will be responsible for driving growth within Wintermute's institutional OTC and derivatives businesses. You will manage key relationships with institutional clients and develop commercial strategies aimed at increasing revenue and market presence. Success will be measured by your ability to expand client relationships and identify new business opportunities.

The salary range for this role is between $105,000 and $175,000 based on experience and seniority.

Who this role suits

• Has a strong background in institutional finance and trading.
• Possesses excellent communication skills and can engage with sophisticated clients.
• Is driven by results and has a proven track record in client acquisition and revenue growth.
• Thrives in a collaborative and entrepreneurial environment.

From the employer

Responsibilities:

• Drive growth across Wintermute's institutional OTC and derivatives businesses.
• Originate, develop and manage relationships with institutional counterparties including hedge funds, asset managers, proprietary trading firms, family offices, pensions, endowments, exchanges, custodians and market infrastructure providers.
• Develop and execute commercial strategies focused on institutional client acquisition, relationship development and revenue growth.
• Work closely with trading, product and operations teams to commercialise new products and trading solutions, including derivatives offerings.
• Proactively identify client hedging, liquidity and risk-transfer requirements and develop relevant solutions across Wintermute's product suite.
• Cross-sell Wintermute's broader liquidity offering, increase wallet share and identify new revenue opportunities across existing relationships.
• Maintain active dialogue with counterparties to gather market intelligence, product feedback and evolving institutional requirements.
• Identify strategic partnerships and expansion opportunities across traditional and digital asset markets.
• Monitor market structure developments, competitive dynamics and regulatory trends to identify new commercial opportunities.
• Maintain a structured business development process, including effective pipeline management, CRM usage and client follow-up.
• Work with internal teams to continuously improve institutional client engagement and commercial processes.

Requirements:

Manager level:

• 4–7+ years of relevant experience in institutional financial markets, trading, capital markets, financial infrastructure or a related commercial environment.
• Experience in institutional business development, sales, partnerships, capital markets coverage or another counterparty-facing role.
• Strong understanding of OTC markets, institutional trading workflows and derivatives products.
• Demonstrated experience independently managing and developing institutional client relationships.
• Track record of generating measurable commercial outcomes through client acquisition, revenue growth or strategic account development.
• Ability to identify client requirements and work with trading and product teams to develop appropriate solutions.
• Strong understanding of market structure, liquidity and trading products across traditional markets.
• Excellent communication and stakeholder management skills, with the ability to engage sophisticated institutional counterparties in a consultative manner.
• Ability to independently manage a commercial pipeline and execute against defined growth objectives.
• Intellectual curiosity and willingness to develop deep expertise in digital asset market structure, electronic trading and liquidity provision.
• Series 7 and Series 63 licences are preferred for relevant US-based candidates.

Director level:

• 7–10+ years of relevant institutional markets experience, with a significant track record in institutional sales, derivatives, FICC, trading, capital markets or strategic partnerships.
• A strong existing network of institutional counterparties and senior decision-makers.
• Significant experience originating and growing institutional revenue.
• Deep knowledge of OTC and derivatives markets, ideally including options and structured solutions.
• Demonstrated experience structuring or selling derivatives-based hedging and risk-transfer solutions to institutional clients.
• Proven ability to independently develop and execute commercial strategies across regions, client segments or products.
• Strong track record of winning strategic accounts and expanding wallet share across existing relationships.
• Ability to identify new products, partnerships and market opportunities and help bring them to market.
• Credibility engaging senior stakeholders across hedge funds, asset managers, banks, trading firms and market infrastructure providers.
• Ability to contribute to Wintermute's broader institutional growth strategy and shape how we approach key markets and counterparties.
• Series 7 and Series 63 licences are preferred for relevant US-based candidates.

Conditions:

• Opportunity to work at the world's leading algorithmic trading firm.
• Engaging projects offering accelerated responsibilities and ownership growth compared to traditional finance environments.
• A vibrant working culture with team events, celebrations and company wide team building events.
• Great company culture: informal, non-hierarchical, ambitious, highly professional yet with a startup vibe, collaborative and entrepreneurial.
• A performance-based compensation with a significant earning upside alongside standard perks like private medical insurance.