Institutional Relationship Manager (VIP)

About the role

This role focuses on developing and managing relationships with institutional clients, such as investment firms, asset managers, and trading teams, within the crypto ecosystem. The manager will proactively identify potential clients, understand their trading strategies and product requirements, and then deliver customized service solutions. A key aspect of the role is to ensure clients are effectively onboarded and supported throughout their lifecycle with the platform.

Success in this position means taking full ownership of key performance indicators for a client portfolio, including assets under management, trading volume, and revenue. The manager will need to become an expert on OKX's full product suite, covering spot trading, derivatives, and structured products, to provide informed recommendations. This involves a consultative sales approach, aligning product offerings with client investment strategies and business goals.

The role also requires close collaboration with internal teams across product development, risk management, compliance, and operations. The manager will act as a bridge between institutional clients and these internal departments, synthesizing client feedback and customization requests to help deliver bespoke solutions. Staying informed about institutional crypto market trends and competitor strategies is also crucial for maintaining a competitive edge.

The annual salary for this position ranges from $82,000 to $138,000 USD.

Skills that matter here

• Client Acquisition: This skill is used to proactively identify and onboard high-value institutional clients with significant trading potential.
• Derivatives: Understanding derivatives is essential for providing tailored product recommendations from the platform's offerings to institutional clients.
• VIP Client Management: This skill is central to developing deep relationships with institutional clients and delivering customized service solutions based on their needs.
• Financial Markets: A basic understanding of financial markets, including risk and return, is necessary to effectively serve institutional clients in the crypto space.
• Relationship Management: This skill is crucial for building and maintaining strong connections with institutional clients and coordinating with internal teams.
• KPI Ownership: The role requires taking full responsibility for key performance metrics related to client portfolios, such as AUM and trading volume.

Who this role suits

• A person who thrives on building and nurturing long-term relationships with sophisticated financial entities.
• Someone who is highly results-oriented, comfortable with owning performance metrics, and driven to achieve business targets.
• An individual who is adaptable, self-motivated, and capable of navigating an uncertain environment while maintaining a high work pace.
• A candidate who can effectively communicate in both Chinese and English, facilitating interactions with a diverse client base and internal teams.

From the employer

What You’ll Be Doing

• Institutional Client Development & Acquisition: Proactively identify and develop high-value institutional clients with significant asset scale and trading potential, including professional investment firms, asset management companies, quantitative trading teams, and family offices.
• Deep Relationship Management & Client Lifecycle: Develop a thorough understanding of each client's trading strategy, capital structure, and product needs, and deliver tailored service solutions accordingly.
• KPI Ownership & Business Performance: Take full ownership of key performance metrics for your client portfolio, including AUM, trading volume, and revenue contribution.
• Consultative Product Sales: Develop deep expertise across the platform's full product suite — including spot, derivatives, structured products, and institution-exclusive services — and provide tailored product recommendations based on each client's investment strategy and business objectives.
• Client Needs Synthesis & Cross-Functional Collaboration: Gather and synthesize institutional client pain points and customization requests. Coordinate with internal teams across product, risk, compliance, and operations to deliver bespoke solutions for key clients.
• Market Intelligence & Competitive Tracking: Stay current on institutional crypto market trends and competitor service strategies.

What We’re Looking For

• At least 2 years of work experience in the Web3 industry, with hands-on usage or service experience related to major exchanges, wallets, custody solutions, DeFi products, etc.
• Strong communication, negotiation and relationship-building skills.
• Experience in managing high-potential client relationships, client service or account operations is preferred.
• Basic understanding of financial markets, derivatives and risk–return; background in banking, securities or asset management is a strong plus.
• Clear KPI & result orientation, and comfortable using data to measure and manage performance.
• Comfortable with a high-intensity work pace and frequent travel / client visits.
• Strong self-motivation and resilience, able to find paths forward and drive execution in an uncertain environment.
• Able to work in both Chinese and English (listening, speaking, reading and writing).
• Bachelor’s degree or above; majors in Finance, Economics, Accounting, Mathematics, Statistics, Computer Science or related fields are preferred.

Perks & Benefits

• Competitive total compensation package
• Various team building programs and company events
• More that we love to tell you along the process!