Institutional Business Development - Manager/Director

CryptoproNetwork; Greater London; Hybrid; GBP 90,000 - 150,000; Full time

Benefits offered by this job

Private medical insurance

Performance-based compensation

Job summary

Wintermute is a leading algorithmic trading firm specializing in digital asset markets. We seek a senior professional to originate and manage strategic commercial relationships with institutional counterparties, including hedge funds, asset managers, and family offices.

You will work closely with trading, product and operations teams to identify client needs, develop solutions, and grow revenue across OTC, derivatives and liquidity offerings.

Qualifications

• Experience in institutional business development, sales or partnerships.
• Strong understanding of OTC and derivatives markets.
• Proven ability to manage and grow institutional client relationships.

Responsibilities

• Drive growth across institutional OTC and derivatives businesses.
• Originate, develop and manage relationships with institutional counterparties.
• Develop and execute commercial strategies for client acquisition and revenue growth.
• Collaborate with trading, product and operations to commercialise new products.
• Identify client requirements and develop suitable liquidity and hedging solutions.
• Cross-sell liquidity offerings and expand wallet share across existing clients.

Skills

Institutional sales

Relationship management

Capital markets

OTC markets

Derivatives knowledge

Client engagement

Tools

CRM systems

Job description

About Wintermute

Wintermute is one of the largest algorithmic trading companies in digital assets. We provide liquidity algorithmically across all major cryptocurrency exchanges and trading platforms, a broad range of OTC trading solutions as well as support high profile blockchain projects and traditional financial institutions moving into crypto. Wintermute is not just a trading company, it is one the most prominent and influential players in the digital asset markets: we are connected and partnering with all major players in the industry, we actively participate in the development of the blockchain ecosystem through investments, partnerships, and incubation of projects. You can read more

The level will depend on your experience, existing relationships, product knowledge and track record of delivering commercial results.

We are looking for candidates with a strong understanding of traditional financial markets and experience engaging sophisticated institutional counterparties across trading, liquidity and market infrastructure.

You will be responsible for originating, developing and managing strategic commercial relationships across Wintermute's institutional business lines, while working closely with trading, product and operations teams to drive growth across OTC, derivatives and liquidity solutions.

Wintermute operates at the intersection of institutional finance and digital asset markets, partnering with leading exchanges and a broad range of institutional counterparties globally.

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.

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.

Here is why you should join our dynamic team:

• 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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.