Institutional Business Development, Digital Assets

Selby Jennings; Greater London; On-site; GBP 110,000 - 170,000; Full time

Job summary

Selby Jennings is seeking an experienced Institutional Business Development professional to support the expansion of its institutional client franchise. The role spans electronic trading, liquidity provision and OTC markets, serving a broad range of institutional participants worldwide.

The hire will develop strategic relationships, identify revenue opportunities and help shape the firm's institutional growth strategy.

Qualifications

• 8+ years in institutional business development or related fields.
• Strong network across institutional investors, asset managers and hedge funds.
• Proven track record of revenue growth and winning strategic relationships.
• Deep understanding of OTC and derivatives markets.
• Experience delivering hedging, execution or risk-management solutions to institutional clients.
• Ability to originate opportunities, negotiate commercial arrangements and drive initiatives independently.
• Strong credibility with senior stakeholders and decision-makers.
• Entrepreneurial mindset and ability to identify emerging market opportunities.

Responsibilities

• Build and expand relationships with institutional investors, trading firms, financial intermediaries and market infrastructure providers.
• Identify new business opportunities across OTC, derivatives, financing and liquidity solutions.
• Develop and execute strategies to increase revenue, strengthen client engagement and grow market share.
• Partner with trading and product teams to bring new solutions to market and enhance existing offerings.
• Understand client investment, hedging and execution requirements and provide tailored commercial solutions.
• Drive cross-selling opportunities across multiple product lines and increase penetration within existing accounts.
• Maintain regular dialogue with market participants to understand evolving trends, client needs and competitive developments.
• Source and evaluate strategic partnership opportunities that support long-term business growth.
• Monitor market structure, regulatory developments and industry trends to identify commercial opportunities.
• Manage the full business development lifecycle, including pipeline management, forecasting and CRM activity.
• Work closely with internal stakeholders to improve client onboarding, engagement and relationship management processes.

Skills

Institutional sales

Strategic partnerships

Revenue growth

Derivatives markets

Client engagement

Stakeholder management

Entrepreneurial mindset

Job description

A high-growth global trading and market infrastructure firm is seeking an experienced Institutional Business Development professional to support the continued expansion of its institutional client franchise.

The organisation operates across electronic trading, liquidity provision, and OTC markets, serving a broad range of institutional participants worldwide. Leveraging advanced technology and deep market expertise, the firm provides execution, liquidity and risk-transfer solutions to counterparties operating across both traditional and emerging financial markets.

This hire will play a key role in developing strategic relationships, identifying new revenue opportunities and helping shape the firm's institutional growth strategy. The position offers significant visibility across senior management, trading, product and operations teams.

Level and title will be determined based on experience, commercial track record and existing industry relationships.

Key Responsibilities

• Build and expand relationships with institutional investors, trading firms, financial intermediaries and market infrastructure providers.
• Identify new business opportunities across OTC, derivatives, financing and liquidity solutions.
• Develop and execute strategies to increase revenue, strengthen client engagement and grow market share.
• Partner with trading and product teams to bring new solutions to market and enhance existing offerings.
• Understand client investment, hedging and execution requirements and provide tailored commercial solutions.
• Drive cross-selling opportunities across multiple product lines and increase penetration within existing accounts.
• Maintain regular dialogue with market participants to understand evolving trends, client needs and competitive developments.
• Source and evaluate strategic partnership opportunities that support long-term business growth.
• Monitor market structure, regulatory developments and industry trends to identify commercial opportunities.
• Manage the full business development lifecycle, including pipeline management, forecasting and CRM activity.
• Work closely with internal stakeholders to improve client onboarding, engagement and relationship management processes.

Candidate Profile

Director

You are likely to possess:

• 8+ years of experience in institutional business development, institutional sales, capital markets, derivatives, trading or strategic partnerships.
• A well-developed network across institutional investors, asset managers, hedge funds, banks or trading firms.
• Demonstrable track record of generating significant revenue growth and winning strategic relationships.
• Deep understanding of OTC and derivatives markets.
• Experience delivering hedging, execution or risk-management solutions to sophisticated institutional clients.
• Ability to originate opportunities, negotiate commercial arrangements and drive strategic initiatives independently.
• Strong credibility with senior stakeholders and decision-makers.
• Entrepreneurial mindset and ability to identify emerging market opportunities.

Relevant regulatory licenses and registrations are advantageous where applicable.

Why Join?

• Join a rapidly expanding firm operating at the forefront of modern electronic markets.
• Work alongside highly experienced trading, technology and commercial professionals.
• Gain exposure to a broad institutional client base across multiple asset classes and market segments.
• Take ownership of meaningful commercial initiatives with direct impact on business growth.
• Operate within a collaborative, entrepreneurial and meritocratic environment.
• Benefit from a competitive compensation structure that rewards performance and commercial success.
• Enjoy strong career progression opportunities within a globally growing platform.