Institutional Partnerships Manager

Caladan Group; New York (NY); On-site; USD 150,000 - 250,000; Full time

Job summary

Caladan is hiring an Institutional Partnerships Manager to drive global distribution of crypto financial solutions to institutional counterparties. You will manage end-to-end sales, forge high-value relationships, and guide clients with deep advisory insight into derivatives and liquidity solutions across CeFi and DeFi ecosystems.

The role requires a proven track record in institutional sales, strong crypto market knowledge, and the ability to scale business in fast-growth environments.

Qualifications

• Proven track record of exceeding sales quotas in institutional finance or trading environments.
• Deep understanding of cryptocurrency markets, including derivatives, algorithmic trading, RFQs, market-making, and liquidity.
• Previous experience in building new businesses within sales, trading, or business development roles at leading firms.

Responsibilities

• Develop and execute sales strategies to distribute crypto financial solutions to institutional counterparties globally.
• Build and maintain relationships with high-value stakeholders across the crypto ecosystem.
• Own and achieve P&L targets through external engagement and business development.
• Lead end-to-end sales processes, including origination, qualification, negotiations, contract closures and onboarding.
• Leverage CRM tools to forecast pipelines, manage opportunities, and report on sales metrics.
• Act as a trusted advisor with insights into derivatives, algorithmic strategies, market-making, and liquidity solutions in CeFi and DeFi ecosystems.
• Stay informed about crypto regulations, RFQ protocols, and exchange mechanics to guide stakeholders effectively.
• Work closely with trading, technology, and operations teams to deliver seamless counterparty experiences.
• Coordinate with marketing and ecosystem development teams to promote Caladan’s brand and expand its footprint.

Skills

Quota attainment

Crypto markets

Derivatives trading

RFQ knowledge

Market making

Liquidity solutions

Sales leadership

Communication

Negotiation

Challenger sales

Tools

CRM tools

Job description

At Caladan, we believe that accessing digital asset liquidity should be seamless, fast, and tailored. To further that, we are looking for an Institutional Partnerships Manager, to join our global team.

What you’ll be doing

• Counterparty Acquisition and Growth:
  • Develop and execute sales strategies to distribute crypto financial solutions to institutional counterparties globally.
  • Build and maintain relationships with high-value stakeholders, including crypto prime brokers, custodians with active trading desks, broker-dealers’, hedge funds, family offices, asset managers, exchanges, and trading desks.
  • Own and achieve P&L targets through external engagement and business development.
• Lead end-to-end sales processes, including origination, qualification, negotiations, contract closures and onboarding.
• Leverage CRM tools to forecast pipelines, manage opportunities, and report on sales metrics.
• Advisory and Product Expertise:
  • Act as a trusted advisor, offering insights into derivatives, algorithmic strategies, market-making, and liquidity solutions in both centralized (CeFi) and decentralized (DeFi) ecosystems.
  • Stay informed about crypto regulations, RFQ protocols, and exchange mechanics to guide stakeholders effectively.
• Collaboration with Internal Teams:
  • Work closely with trading, technology, and operations teams to deliver seamless counterparty experiences.
  • Coordinate with marketing and ecosystem development teams to promote Caladan’s brand and expand its footprint in the crypto landscape.

The Ideal Candidate

• Experience and Expertise:
  • Proven track record of exceeding sales quotas in institutional finance or trading environments.
  • Deep understanding of cryptocurrency markets, including derivatives, algorithmic trading, RFQs, market-making, and liquidity.
  • Previous experience in building new businesses within sales, trading, or business development roles at leading firms
• Sales Skills and Methodologies:
  • Proficient in account-based marketing, objection handling, pipeline forecasting, and challenger sales.
  • Skilled in presenting complex solutions to diverse audiences, with exceptional communication and negotiation abilities.
• A self-starter with the ability to thrive in fast-paced, high-growth environments.
• Passionate about driving results and scaling business opportunities.

The base salary range for this role is $150,000–$250,000. Actual compensation may also include discretionary bonus and other benefits.

Caladan brings rationality to strange and unruly markets. We explore the frontier of finance, seek out new opportunities, and make markets more efficient and honest wherever we go. We support exchanges, tokens, and institutional investors with on-exchange liquidity, DeFi expertise, treasury solutions, and investments. Since 2017 we've been a pioneer in crypto market-making, powering over $170B in annual transactions across 1000+ assets.