Head of Strategic Institutions

OKX; Dubai; On-site; AED 500,000 - 750,000; Full time

Benefits offered by this job

Compensation package

Education subsidy

Team events

Job summary

OKX in Dubai is seeking a Relationship Monetizer for VIP institutions. You will originate, progress, and close partnerships with banks, asset managers, hedge funds, family offices, and sovereign wealth funds, driving substantial recurring revenues and establishing OKX as a credible institutional counterparty.

You will own tier 1 network expansion, revenue targets, and pipeline health, balancing long-cycle bank partnerships with shorter-cycle fund clients, and structuring commercial terms with

Qualifications

• 10+ years of Business Development experience.
• Active institutional network with C-suite decision-makers.
• Proven personal deal closing of institutional partnerships.
• Deep crypto product fluency across custody, trading, FIX, and settlement.
• Experience leading director-level professionals.

Responsibilities

• Own tier 1 network expansion with C-suite executives.
• Own revenue targets, forecast, and pipeline health.
• Balance long-cycle bank partnerships with shorter-cycle funds.
• Originate and close tier 1 deals, structuring partnerships.
• Translate product requests into ROI and advocate with product/engineering.
• Explain regulatory positioning to compliance, risk, and boards.
• Shape institutional marketing narratives and materials.

Skills

C-suite relationships

Institutional sales

Deal origination

Pipeline management

Negotiation

Claude AI

Tools

CRM software

Sales intelligence platforms

Claude AI

Job description

Who We Are

At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom. OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves. Across our multiple offices globally, we are united by our core principles: We Before Me, Do the Right Thing, and Get Things Done. These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er. OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more.

About The Opportunity

You are the Relationship Monetizer for all VIP institutions. Your network is the pipeline. You originate, progress, and close partnerships with VIP institutional clients - banks, asset managers, hedge funds, family offices, quant funds, and sovereign wealth funds - that generate substantial, recurring revenues and validate OKX as a credible institutional counterparty globally.

What You’ll Be Doing

• Tier 1 network ownership and expansion. You curate, expand, and monetize your personal network of C-suite relationships at the largest global financial institutions. Your network is the vertical’s primary competitive advantage.
• Revenue ownership and pipeline oversight. You carry the consolidated institutional revenue target across all segments. You own the number, the forecast, and pipeline health.
• Vertical strategy and segment prioritization. You 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, more standardized product, revenue velocity).
• Tier 1 deal origination and closing (commercial structuring). You are the commercial architect on the biggest deals. You structure creative partnerships, negotiate terms, and close. You work alongside your Sr. Relationship Director who drives relationship-led selling and oversee the Sr. Institutional RM who executes commercially.
• Product need analysis and advocacy (ROI estimate of feature requests). Institutional clients surface product requirements that don’t exist yet — custom custody flows, new API capabilities, regulatory wrappers. You translate these into business cases with ROI estimates and advocate internally with product and engineering.
• Regulatory positioning and compliance reflection. Traditional institutions’ primary barrier is not capital efficiency — it’s regulatory confidence. You articulate OKX’s regulatory standing (MiCA licensing, banking partnerships, compliance infrastructure) to client compliance committees, boards, and risk teams. You make the case for why OKX is a defensible counterparty.
• External positioning and institutional marketing narrative. You own how OKX is perceived in the institutional market. You shape the narrative for OKX institutional and oversee the development of sales and marketing collateral (pitch decks, solution briefs, case studies, competitive positioning documents), shape press releases for institutional milestones, and develop thought leadership content that articulates OKX’s integration-first, relationship-led positioning.

What We Look For In You

• 10+ years of Business Development experience
• Active institutional network. You have done business with C-suite decision-makers at banks, asset managers, and funds within the last 18 months.
• Personal deal closing experience. You have personally originated and closed institutional partnerships.
• Deep crypto product fluency. You can discuss custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks credibly without preparation. You understand the infrastructure development lifecycle of banks and traditional asset managers getting into digital assets.
• Senior team management. You have managed or directed director-level professionals. You lead through influence and partnership.

Nice to Haves

• Existing network of institutional contacts in banks, asset managers, and funds — relationships accelerate ramp time even if they are not the primary asset
• Experience selling to both banks (complex, long-cycle, integration-heavy) and funds (shorter-cycle, standardized) simultaneously
• Track record of building institutional sales teams and playbooks in a high-growth environment
• Experience developing sales collateral, thought leadership content, or institutional marketing narratives
• Experience with CRMs, pipeline building and tool management, sales intelligence platforms for institutional prospecting
• Proficient in use of AI tooling (e.g. Claude) for workflow automation and productivity enhancement on behalf of small, high performance teams

Perks & Benefits

• Competitive total compensation package
• L&D programs and Education subsidy for employees' growth and development
• Various team building programs and company events
• More that we love to tell you along the process!

OKX Statement

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, and non-job related physical or mental disability, or protected veteran status.

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