Institutional Sales

CoinTR; Fatih; On-site; TRY 400,000 - 800,000; Full time

Job summary

CoinTR is seeking a highly driven Institutional Sales Manager to onboard and manage relationships with institutional clients, including hedge funds, family offices, and fintech platforms. You will drive revenue growth through OTC, API trading, liquidity solutions, and structured products while ensuring compliance with local regulations.

Responsibilities include acquiring clients in Turkey and globally, managing VIP accounts, and coordinating with trading, product, and compliance teams.

Qualifications

• 3-7+ years experience in Institutional Sales / BD / Account Management.
• Experience in Crypto exchanges / Web3 / fintech / TradFi.
• Strong understanding of crypto market structure and Turkish regulatory environment (CMB, MASAK, KYC/AML).
• Familiarity with Web3 ecosystem (wallets, DeFi) and proven ability to close high-value clients.
• Strong negotiation and stakeholder management skills.
• Fluent in English is highly preferred.

Responsibilities

• Identify, source, and onboard institutional clients in Turkey and globally.
• Drive onboarding for high-volume trading accounts and VIP clients.
• Own full sales lifecycle: lead generation, negotiation, onboarding, retention.
• Promote products including spot & derivatives, OTC desk, API liquidity, and staking/yield products.
• Coordinate with internal teams (trading, product, compliance, operations).
• Stay updated on Turkish crypto regulations and institutional requirements.

Skills

Institutional sales

BD

Account Management

Crypto & Web3

OTC trading

Liquidity solutions

English fluency

Networking Turkey/MENA/EU

Job description

We are seeking a highly driven Institutional Sales Manager to onboard and manage relationships with institutional clients, including hedge funds, family offices, proprietary trading firms, brokers, and fintech platforms. This role is responsible for driving institutional revenue growth through OTC, API trading, liquidity solutions, and structured products, while ensuring full compliance with local regulatory requirements.

Key Responsibilities

• Institutional Client Acquisition: Identify, source, and onboard institutional clients in Turkey and globally. Target segments: hedge funds, asset managers, HFT firms, brokers, fintechs, corporates. Drive onboarding for high-volume trading accounts and VIP clients.
• Revenue Generation & Account Growth: Own full sales lifecycle: lead generation - negotiation - onboarding - retention. Promote products including: Spot & derivatives trading, OTC desk / block trading, API & liquidity solutions, Staking / yield products. Achieve trading volume and revenue KPIs.
• Relationship Management: Build long-term relationships with key institutional clients. Act as primary point of contact for VIP accounts. Coordinate with internal teams (trading, product, compliance, operations).
• Product & Liquidity Solutions: Work closely with market makers and liquidity providers. Structure customized trading solutions (e.g., fee tiers, rebates, credit lines). Support institutional adoption of Web3 features (wallets, DeFi access where applicable)
• Compliance & Regulatory Alignment. Ensure all client onboarding complies with KYC/AML standards and local regulations. Collaborate with Compliance on due diligence and transaction monitoring. Stay updated on Turkish crypto regulations and institutional requirements.(Note: Turkey requires crypto exchanges to comply with strict AML/KYC and licensing under regulatory authorities.)
• Market Intelligence: Monitor competitor exchanges (local and global players such as Binance TR, OKX TR, BtcTurk PRO). Identify trends in institutional demand (liquidity, derivatives, custody, Web3)

Requirements

• 3-7+ years experience in Institutional Sales / BD / Account Management;
• Experience in: Crypto exchanges / Web3 / fintech / traditional finance (TradFi), Prime brokerage, OTC trading, or liquidity sales are a strong plus
• Strong understanding of: Crypto market structure (spot, derivatives, liquidity, APIs) Institutional trading workflows, Turkish regulatory environment (CMB, MASAK, KYC/AML)
• Familiarity with Web3 ecosystem (wallets, DeFi, on-chain activity)preferred, Proven ability to close high-value clients, Strong network of institutional clients in Turkey/MENA/EU.
• Excellent negotiation and stakeholder management skills
• Fluent in English is highly preferred

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