Institutional Relationship Manager

Who We Are

What You’ll Be Doing

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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。

• 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。

• 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。

• 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。

• 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

• At least 2 years of work 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.
• 至少2 年及以上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（优秀应届毕业生也可考虑）
• 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!