Institutional Business Development Director

4 weeks ago

Sydney, New South Wales, Australia NEAR Full time
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 (d Apps).
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 We are looking for a dynamic and results-driven Institutional Business Development Director to join our APAC team.
This role is ideal for a true sales hunter—someone with a relentless drive to uncover opportunities, open doors, and win high-value institutional relationships in the APAC market.
You'll be responsible for generating and closing complex, high-impact sales opportunities, developing tailored strategies to build a strong client base, identifying new revenue sources, and ensuring all prospects align with OKX's risk and compliance standards.
You'll act as a key bridge between clients and internal teams, providing actionable insights to sharpen our product offerings and accelerate growth.
What You'll Be Doing: Aggressively identify and pursue institutional sales opportunities across APAC, with a focus on creating and converting pipelines through persistent outreach, relationship building, and strategic engagement.
Lead full-cycle sales motions—from cold approach to negotiation to closing, with a focus on high-revenue, high-impact clients.
Build and refine client profiles and leverage previous success cases to replicate and scale winning strategies across new segments.
Evaluate and activate new revenue opportunities, both through existing relationships and white space targeting.
Ensure new clients meet OKX's compliance standards and do not pose reputational, regulatory, or financial risk.
Provide structured, actionable feedback to product and executive teams to help shape offerings that win institutional market share.
What We Look For In You A true hunter mindset.
You are naturally proactive, resourceful, and energized by the challenge of breaking into new accounts and converting cold leads into trusted clients.
Demonstrated executional excellence in closing sales: you've led full-cycle deals and have a track record of turning prospects into long-term, high-value partnerships.
Deep knowledge of the institutional crypto landscape and OKX's core products (Block Trading, Derivatives such as Perps/Futures/Options/Margin, Cash OTC).
Strong understanding of the local market landscape and how to navigate complex decision-making environments to influence institutional buyers.
Excellent interpersonal and communication skills—you inspire trust, tailor your pitch to C-level stakeholders, and handle objections with credibility and confidence.
Previous crypto or fintech sales experience is highly desirable, especially at another exchange or platform.
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