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

About the role

This role focuses on expanding Crypto.com's institutional client base by proactively identifying and engaging with prospects such as hedge funds, family offices, and proprietary trading firms in the APAC and EMEA regions. The work involves pitching and onboarding new clients, emphasizing the adoption of tokenized real-world assets (RWA) and educating them on product mechanics and use cases. Success in this position means consistently meeting sales quotas and volume targets across various product types.

The Senior Manager/Manager will be responsible for solution selling, positioning the full Crypto.com ecosystem, including the Exchange, OTC desk, and Custody services, to meet the specific needs of institutional traders and portfolio managers. This includes managing the entire onboarding process, coordinating with legal, compliance, and operations teams to ensure a smooth transition for new clients and a quick "time-to-trade" across all product lines.

A key aspect of the role is relationship management, serving as the primary contact for a book of business to ensure client retention and identify opportunities for upselling or cross-selling RWA instruments and new exchange products. The position also requires providing market insights to product and strategy teams, offering feedback on competitor platforms, RWA market developments, and regional regulatory trends, while maintaining accurate sales activity records and forecasts in the CRM.

The annual salary for this position ranges from $165,000 to $275,000 USD.

Skills that matter here

• Institutional Sales: This role requires a background in institutional sales to effectively source, pitch, and onboard large-scale clients.
• digital asset space: Candidates need experience in digital assets to understand spot/derivatives trading and custodial workflows for crypto products.
• CFD products: Understanding CFD products and the retail brokerage ecosystem is necessary to engage with and sell to retail brokers.
• RWA products: Familiarity with tokenized real-world assets is crucial for driving adoption and educating clients on these specific offerings.
• Network: An existing network of institutional contacts in APAC and/or EMEA is essential for identifying and engaging with potential clients.
• Technical Literacy: The ability to discuss API connectivity and on-chain settlement mechanics is required to engage with client technical teams.

Who this role suits

• A person who thrives in a fast-paced, evolving market and can quickly adapt to changes in product offerings and regulations.
• Someone with a strong track record of meeting sales targets and a proactive approach to sourcing and onboarding new institutional clients.
• An individual who can navigate complex discussions with high-level stakeholders, from portfolio managers to C-suite executives.
• A professional with established connections in the APAC and/or EMEA institutional finance sectors, particularly those interested in digital assets.

From the employer

Job Responsibilities:

• Pipeline Execution: 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.
• RWA Sales: 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.
• Solution Selling: 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.
• Onboarding Management: 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.
• Relationship Management: 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.
• Market Insights: 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.
• Sales Reporting: Maintain accurate records of sales activity and forecasts within the CRM, providing regular updates on KPIs including Trading Volume, AUM, and RWA transaction flow.

Job Requirements:

• Experience: 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.
• Domain Knowledge: 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.
• CFD & Retail Broker Understanding: 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.
• RWA Familiarity: 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.
• Network: 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.
• Technical Literacy: Ability to discuss API connectivity, FIX protocol, sub-account structures, and on-chain settlement mechanics with client technical teams.
• Execution Focus: A proven track record of meeting or exceeding individual sales quotas and volume targets across multiple product types.
• Communication: 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.
• Agility: 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.