Senior Institutional Sales Manager

WavesReach; Warszawa; On-site; PLN 300,000 - 420,000; Full time

Job summary

WavesReach in Warsaw seeks a Senior Institutional Sales Manager to accelerate adoption among hedge funds, asset managers, family offices, and institutional investors. You will translate needs into tailored solutions and manage top accounts globally.

The role requires a strong network across crypto and TradFi, selling spot, futures, OTC, yields, and structured products, with a track record of meeting targets in fast-paced, remote-friendly environments.

Qualifications

• 3+ years in institutional BD, sales, or relationship management within: crypto exchanges, prime brokerage / equity sales, capital markets, institutional crypto firms.
• Strong understanding of crypto markets, derivatives, and institutional trading flows.
• Existing network across Crypto funds / TradFi institutions / Family offices is strongly preferred.
• Excellent communication, negotiation, and presentation skills.
• Able to translate complex products (spot, futures, OTC, yield, structured solutions) to institutional clients.
• Proven track record in meeting sales targets and managing key accounts.
• Strong self-management; thrives in fast-paced, global, remote environments.
• Familiarity with compliance & regulatory standards for institutional onboarding.
• Bachelor's degree in Finance, Economics, Business or related field (preferred, not required).

Responsibilities

• Identify, engage, and onboard institutional clients across hedge funds, family offices, asset managers, and high-net-worth clients.
• Build and manage a high-quality pipeline of institutional prospects.
• Serve as the primary contact for priority institutional accounts and maintain deep relationships with key decision-makers.
• Provide timely market insights, product updates, and tailored support.
• Oversee onboarding: KYC/AML, account setup, ongoing account support; coordinate with trading, product, compliance, and operations teams.

Job description

About the job Senior Institutional Sales Manager

We are looking for a Senior Institutional Sales Manager to accelerate institutional adoption and deepen relationships with hedge funds, trading firms, asset managers, family offices, and HNW professional investors.

This role requires a strong network across traditional finance and crypto-native institutions, with the ability to translate institutional needs into actionable solutions. You will serve as a strategic partner to key accounts, drive revenue growth, and strengthen the platform’s position in the global institutional market.
Responsibilities:

• Identify, engage, and onboard institutional clients, including: hedge funds, family offices, asset managers, proprietary trading firms, high-net-worth (HNW) individual clients.
• Build and manage a high-quality pipeline of institutional prospects.
• Serve as the primary contact for priority institutional accounts.
• Maintain deep, long-term relationships with key decision-makers.
• Provide timely market insights, product updates, and tailored support.
• Oversee the complete onboarding cycle: initial outreach, due diligence, KYC/AML, account setup, ongoing account support
• Work closely with trading, product, compliance, and operations teams to ensure seamless onboarding.
• Negotiate and close high-value institutional agreements.
• Attend industry events, conferences, and networking forums to strengthen presence.
• Monitor industry trends, regulatory updates, and competitor activity to identify new business opportunities.
• Provide market feedback to product teams to influence roadmap and institutional feature development.
• Achieve and exceed institutional sales targets.
• Drive meaningful trading volume and wallet share from institutional clients globally.

Requirements:

• 3+ years in institutional BD, sales, or relationship management within:crypto exchanges, prime brokerage / equity sales, capital markets, institutional crypto firms.
• Strong understanding of crypto markets, derivatives, and institutional trading flows.
• Existing network across Crypto funds / TradFi institutions / Family offices is strongly preferred.
• Excellent communication, negotiation, and presentation skills.
• Able to translate complex products (spot, futures, OTC, yield, structured solutions) to institutional clients.
• Proven track record in meeting sales targets and managing key accounts.
• Strong self-management; thrives in fast-paced, global, remote environments.
• Familiarity with compliance & regulatory standards for institutional onboarding.
• Bachelors degree in Finance, Economics, Business or related field (preferred, not required).

Nice to Have:

• Experience with OTC desks, derivatives, or structured products.
• Knowledge of quant / API trading, algorithmic trading workflows.
• Relationships with crypto-native institutions (trading firms, miners, funds, DeFi protocols).
• Drive institutional growth for one of the worlds leading exchanges.
• High-impact global role with significant revenue contribution.
• Work closely with product & trading teams building next-generation institutional infrastructure.
• Competitive compensation, performance-driven culture, and strong career upside.