Head of OTC Sales (Virtual Asset Group)

Tokalent; Hong Kong; On-site; HKD 900,000 - 1,500,000; Full time

Job summary

Tokalent is seeking a Head of OTC Sales for its Virtual Asset Group in Hong Kong. You will lead the OTC sales desk, develop institutional client acquisition, and oversee end-to-end relationships with banks, family offices, and hedge funds.

The role requires 4–5 years in sales-trading or financial services, deep crypto market knowledge, and strong leadership to build a high-performing team. Fluency in English; Mandarin/Cantonese a plus.

Qualifications

• Experience in sales-trading or business development in financial services (FI/banks).
• 4–5 years in crypto/digital assets sales or related fields.
• Strong relationships with market makers, hedge funds, UHNW clients.

Responsibilities

• Identify and develop customer acquisition strategies for a crypto OTC desk and grow institutional business.
• Build relationships with large institutions, family offices, UHNW clients, crypto miners, exchanges, hedge funds, prop traders.
• Manage end-to-end client onboarding, pipeline management, and deal negotiations.

Skills

Sales leadership

Relationship building

Market knowledge

English fluency

Mandarin/Cantonese

Education

Bachelor/Master in Finance/Business/Economics

Job description

About the job Head of OTC Sales (Virtual Asset Group)

Head of OTC Sales (Virtual Asset Group)

Our client is a virtual asset group that is operating a crypto OTC business as well as running a centralized virtual asset exchange that is currently in the process of applying for a Virtual Asset Trading Platform (VATP) type 1,7 license under the SFC. The company was previously engaged in a Web3 trading platform. It is managed by a group of virtual asset entrepreneurs with TradFi background in Hong Kong and have operated a number of well-known Web3 projects in the past. They are currently looking for a Head of OTC Sales.

Key Responsibilities:

• Identify and develop customer acquisition strategies for a crypto OTC sales desk, increasing awareness of our institutional business products and services.
• Responsible to build relationships in the OTC space with large institutions, Family Offices, UHNW clients, crypto miners, crypto exchanges, hedge funds, propriety trading firms etc.
• Manage end to end customer acquisition including pipeline management, scoping, pitching and onboarding.
• Negotiate agreements, commercial and strategic partnerships with key industry players.
• Perform market research and analysis, maintain updated competitor analysis.
• Prepare sales material and specific campaigns, events, aimed at increasing volumes.
• Attending crypto events, conference, and meetings to expand and deepen our institutional footprint.
• Build a sales team to improve the sales process, participating in sales calls and meetings, and providing hands‑on guidance. Identify bottlenecks and challenges and implement solutions.

Skills Required:

• A recognised Bachelor / Master degree in Finance, Business, Economics or a related discipline.
• At least 4-5 years' experience in sales-trading, business development in financial services (i.e. FIs, banks, brokerage firms, etc.), with a keen interest in crypto / digital assets.
• Sales-driven with a proven track record developing strong relationships with market markers, hedge funds, proprietary traders, family offices, UHNW and other investors.
• In-depth understanding of the cryptocurrency market, blockchain technology, and related financial products. Knowledge in structured products is an advantage.
• Deep understanding of various types of crypto exchange participants, their trading strategies and technology in use.
• Exceptional team management skills, with a track record of building and motivating high‑performing teams while working collaboratively with other teams within the company.
• Ability to align with the values of teamwork, integrity, strive for profitability and innovation.
• Fluency in written and spoken in English. Fluency in Mandarin and/or Cantonese be a plus.