Institutional Relationship Management

Coinscapture; Oklahoma; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation

Team building events

Process transparency

Job summary

OKX is seeking a high-ambition Institutional Relationship Manager to proactively identify and engage high-value crypto institutions. You will manage a portfolio, understand trading strategies, and tailor solutions across spot, derivatives, and custody services.

Expect frequent travel, a fast-paced environment, and close collaboration with product, risk, and operations teams to optimize client value and platform stickiness.

Qualifications

• Experience in the Web3 industry or related crypto services.
• Proven ability to identify high-potential institutional clients and grow relationships.
• Strong KPI orientation with data-driven performance management.

Responsibilities

• Proactively identify and develop high-value institutional clients with asset scale and trading potential.
• Build a consistent pipeline through events, referrals, and in-person visits.
• Own KPI metrics for client portfolio and drive onboarding, activation, and growth.

Skills

Web3 experience

Client development

Relationship management

KPI-driven

Bilingual English/Chinese

Education

Bachelor’s degree or above in Finance, Economics, Accounting, Mathematics, Statistics, Computer Science or related fields

Tools

CRM software

Job description

# Institutional Relationship ManagementOKXOn-siteAPACSalesPosted Sep 14, 2026Who 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. What You’ll Be Doing Institutional Client Development & Acquisition • Proactively identify and develop high-value institutional clients with significant asset scale and trading potential, including professional investment firms, asset management companies, quantitative trading teams, and family offices. • Build a consistent client pipeline through industry events, peer referrals, and in-person visits, and drive partnerships to closure efficiently. Deep Relationship Management & Client Lifecycle • Develop a thorough understanding of each client's trading strategy, capital structure, and product needs, and deliver tailored service solutions accordingly. • Maintain regular and in-depth engagement with clients, foster long-term trust-based relationships, and continuously drive growth in assets under management, trading activity, and platform stickiness. KPI Ownership & Business Performance • Take full ownership of key performance metrics for your client portfolio, including AUM, trading volume, and revenue contribution. • Consistently meet monthly and quarterly targets for asset onboarding and business activation, and optimize client value output over time. Consultative Product Sales • Develop deep expertise across the platform's full product suite — including spot, derivatives, structured products, and institution-exclusive services — and provide tailored product recommendations based on each client's investment strategy and business objectives, helping clients optimize returns or achieve risk management goals. Client Needs Synthesis & Cross-Functional Collaboration • Gather and synthesize institutional client pain points and customization requests. Coordinate with internal teams across product, risk, compliance, and operations to deliver bespoke solutions for key clients. • Proactively provide clients with market insights and professional guidance at critical moments. Market Intelligence & Competitive Tracking • Stay current on institutional crypto market trends and competitor service strategies. • Regularly share market intelligence and client feedback internally to inform product development and business strategy. 高净值机构客户开发与拓展 • 主动挖掘并开发具备高资产规模与高交易潜力的优质机构客户,目标群体涵盖专业投资机构、资产管理公司、量化团队等。通过行业活动、同业转介、线下拜访等多元渠道持续建立客户漏斗,快速识别高潜力目标并推动合作落地。 深度客户关系维护与生命周期管理 • 深度理解所负责客户的交易策略、资金结构与产品需求,制定个性化服务方案。定期与客户保持深度沟通与回顾,维护稳固的长期合作关系,持续提升客户资产规模、交易活跃度与平台黏性。 核心业绩指标达成 • 直接对所负责客户的资产规模、交易量及收益贡献等核心业绩指标负责,按月度/季度目标完成资产引入与业务激活,持续优化客户价值产出。 机构产品方案顾问式销售 • 深入掌握平台现货、衍生品、结构化产品及机构专属服务等全产品线,能够根据不同机构客户的投资策略与业务需求,提供专业的产品组合建议,协助客户实现收益优化或风险管理目标。 客户需求收集与内部协同 • 深度收集并整合机构客户的痛点与定制化需求,协调产品、风控、合规、运营等内部团队资源,推动重点客户方案落地。在关键市场节点主动为客户提供信息支持与专业建议。 行业洞察与竞品追踪 • 持续跟踪机构加密市场动态及主要竞品的服务策略,定期向内部输出市场情报与客户反馈,为产品迭代和业务策略优化提供一线视角。 What We’re Looking For • Experience in the Web3 industry, with hands-on usage or service experience related to major exchanges, wallets, custody solutions, DeFi products, etc. • Able to quickly identify and qualify target clients, with strong communication, negotiation and relationship-building skills. Experience in managing high-potential client relationships, client service or account operations is preferred. Basic understanding of financial markets, derivatives and risk–return; background in banking, securities or asset management is a strong plus. • Clear KPI & result orientation, and comfortable using data to measure and manage performance. • Comfortable with a high-intensity work pace and frequent travel / client visits. • Strong self-motivation and resilience, able to find paths forward and drive execution in an uncertain environment. • Able to work in both Chinese and English (listening, speaking, reading and writing). • Bachelor’s degree or above; majors in Finance, Economics, Accounting, Mathematics, Statistics, Computer Science or related fields are preferred. • web3 行业工作经验,对主流交易所、钱包、托管、DeFi 等产品有实际使用或服务经验 • 能够快速识别与筛选目标客户,具备优秀的沟通谈判技巧与关系维护能力,有高潜力客户的客户关系管对金融市场、衍生品、风险收益等有基本认知,有银行、券商、资管等金融背景者优先。客户服务和运营等相关工作经验优先; • 明确的KPI & 结果导向,习惯用数据衡量业绩。能接受高强度工作节奏与频繁出差 / 拜访。 • 能适应高强度工作环境,可接受频繁出差及客户拜访。 • 自驱力强,抗压能力好,能够在不确定环境中找到路径并推动落地。 • 能够中英文双语工作(听说读写); • 本科及以上学历,金融、经济、会计、数学、统计、计算机等相关专业优先。 Perks & Benefits • Competitive total compensation package • Various team building programs and company events • More that we love to tell you along the process!