Director, Strategic Institutional Partnerships - Special Projects Lead

CrossTalent; United States; Remote; USD 180,000 - 250,000; Full time

Benefits offered by this job

Competitive compensation

L&D and education subsidies

Team building programs

Process transparency throughout the招聘

Job summary

OKX is seeking a Strategic Institutional Partnerships leader to drive bespoke B2B/B2B2C collaborations from signed intent to live, coordinating Legal, Compliance, Product, Engineering, and Operations. Focus initially on the EU under MiCA/MiFID II, with global scope and strong emphasis on delivering volume and regulatory alignment.

You will negotiate terms, structure solutions, manage contracts, and own client relationships through delivery and ramp, partnering with internal teams to ensure

Qualifications

• 10+ years in commercial roles at banks, crypto exchanges or fintech infrastructure providers.
• Banking knowledge for product decisions and vendor onboarding.
• Crypto trading systems: order routing, API, FIX connectivity.
• Stablecoin ecosystems: issuance, on-/off-ramps, use cases in payments.
• Negotiation and contracting: led deals through legal review to signature.
• Cross-functional delivery across legal, compliance, product and engineering teams.
• AI native: using AI tools for project management and reporting.

Responsibilities

• Coordinate delivery of strategic partnerships from term sheet to live implementation.
• Shape product and commercial solutions aligned with partner needs and market specifics.
• Lead or co-lead negotiations on pricing, terms, volumes, SLAs, and exclusivity.
• Manage contract process with legal teams and client counterparts.
• Own client relationship, steering meetings, expectations, escalations, and ramp plans.
• Translate commercial agreements into delivery plans with product and engineering.
• Coordinate regulatory and KYB considerations between OKX Compliance and client teams.
• Maintain portfolio oversight with status, risks, and business impact reporting.
• Help build a delivery team as deal flow grows.
• Share learnings to improve origination and future deals.

Skills

Strategic partnerships

Contract negotiation

Program management

Cross-functional leadership

AI-driven delivery

Regulatory alignment

Job description

About The Role

Who We Are At OKX , we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom. OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves.

Across our multiple offices globally, we are united by our core principles: We Before Me , Do the Right Thing , and Get Things Done . These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er. OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more.

About the Opportunity The Strategic Institutional Partnerships (SIP) team signs bespoke partnerships with banks, payment providers, wealth platforms and other financial or tech intermediaries. Some want to offer crypto trading, custody or stablecoin services to their own clients (B2B2C). Others want to use OKX liquidity and infrastructure for their own business (B2B). None of these are standard onboardings. Each one needs its own commercial terms, contracts, technical integration, and regulatory alignment on both sides. You take each partnership from signed intent to live, growing volume. You are the one person accountable to the client and to every OKX team involved: Legal, Compliance, Product, Engineering, Operations, and Institutional Coverage. You negotiate the deal, run the project, and hand over a partnership that is already producing volume. Your initial market focus is the EU, where OKX operates under MiCA and MiFID II. The role itself is global. You report to the Global Head of Strategic Partnerships.

What You'll Be Doing

• Commercial Project Coordination. You act as the central instance coordinating the execution of commercial projects with strategic partners within the Strategic Partnerships team, effectively ensuring timely delivery of high-scale projects and ensuring the transfer of knowledge between the individual SP members who act as primary relationship managers to Strategic Partners.
• Solution structuring. You determine the ideal product solution and commercial setup to maximize value with the strategic partner, validating feasibility and alignment with product and local market teams.
• Commercial negotiation. You lead or co-lead negotiations with a rep of the respective OKX office; from term sheet to final terms: pricing, rebates, volume commitments, SLAs, liability, exclusivity, and service scope. You align final terms with the Head of SIP before they go to C-level sign-off.
• Contracting. You run the contract process with OKX Legal and the client's legal team. You supply the commercial inputs and manage/guide the negotiations.
• Client relationship ownership. You are a main contact for the client's decision makers and project sponsors throughout the entire lifecycle. You run steering meetings, manage expectations, resolve escalations, and nurture relationships with decision makers.
• Solution implementation. With Product and Engineering, you turn the commercial agreement into a delivery plan. That covers the integration model, custody and settlement flows, fiat and stablecoin rails, and reporting. You own scope, timelines, and trade-offs. When a client requirement needs a product decision or custom work, you work with product teams to ensure alignment with the product roadmap and you make sure the commercial value merits any custom builds.
• Regulatory and compliance alignment. You coordinate due diligence, KYB, outsourcing assessments and regulatory notifications between OKX Compliance and the client's compliance and risk teams, so that regulatory requirements on either side do not hold up go-live.
• Product Expertise. In-depth understanding of OKX's trading systems, stablecoin and RWA ecosystem.
• Launch and ramp. You plan go-live with the client. For B2B2C partners this includes the commercial launch: end-client communication, marketing support, and incentive structures during GTM campaigns. After launch, you track volume and client ramp against the business case and act when it falls behind.
• Handover. Once a partnership is live and stable, you hand it to the Institutional Relationship Managers with documented terms, technical setup, open items and ramp targets. You stay accountable until they accept the handover.
• Portfolio and reporting. You leverage AI to run and coordinate several complex projects at the same time. You report status, risks, expected and realized business impact to SIP leadership and keep pipeline and project records up to date.
• Feedback into origination. You share what you learn in implementation so SIP structures better deals. Over time, you originate and close partnerships of your own.
• Team building. As deal flow grows, you help build a small delivery team of project managers and solution engineers.

How We Measure Success

• Time from contract signature to go-live
• Volume, revenue, and client ramp at 90 and 180 days after launch - especially for key strategic markets
• Number of complex projects delivered in parallel without missed milestones
• Handovers to Institutional RMs with no escalation back to SIP

What We Look For In You

• 10+ years in commercial roles at banks, crypto exchanges or brokers, payment or stablecoin companies, or fintech infrastructure providers. At least 3 of those years leading client-facing delivery of complex B2B or B2B2C partnerships.
• Banking knowledge from the trading, wealth management or transaction banking side. You know how banks make product decisions, onboard vendors and approve new products.
• Crypto trading systems. Working knowledge of order routing, API and FIX connectivity, custody models, settlement, and pre-funding and credit arrangements.
• Stablecoin ecosystems. You understand issuance, on- and off-ramps, and stablecoin use cases in payments and treasury.
• Negotiation and contracting. You have personally led commercial negotiations and taken contracts through legal review to signature.
• Cross-functional delivery. You have run projects across legal, compliance, product and engineering teams, on both the client's side and your own, and taken them live.
• AI native. Strong use of AI tools (e.g. Claude, GPT) for project management, stakeholder coordination, and reporting to run a large portfolio with a small team

Nice to Haves

• Experience on the bank or payment provider side of launching a crypto or stablecoin product
• Additional European languages
• Background in investment banking, consulting or another structured deal-execution environment
• A track record of originating, structuring, and closing your own deals

Location

Flexible. Initial market focus is the EU.

Perks & Benefits

• Competitive total compensation package
• L&D programs and Education subsidy for employees' growth and development
• Various team building programs and company events
• More that we love to tell you along the process!

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