Director, Institutional Sales | Global Crypto Exchange

A leading global digital asset exchange has appointed Park Brown to identify a Director of Institutional Sales to build and own its HFT and proprietary trading business across Australia. This is a 0 to 1 commercial build with significant autonomy and visibility. You will establish relationships across Australia's proprietary trading, high-frequency trading, market-making and institutional trading ecosystem, supported by a globally established exchange with deep liquidity, competitive tiered fees and low-latency infrastructure across spot, perpetuals and options.

What you'll do

• Build and execute the strategy for developing institutional trading relationships across the Australian market
• Establish and grow relationships with proprietary trading firms, HFTs, market makers, quantitative trading firms and other sophisticated institutional trading businesses
• Leverage your existing network while continuously expanding the exchange's reach across Australia's electronic trading ecosystem
• Own the full commercial sales cycle from prospecting and relationship development through negotiation, onboarding and account growth
• Develop a strong pipeline of institutional prospects and convert relationships into active trading accounts
• Build trusted relationships with senior decision-makers across trading organisations, understanding their strategies, venue requirements and commercial priorities
• Lead commercial negotiations covering fee structures, rebates, liquidity incentives and other trading economics
• Work closely with internal product and technology teams to address client requirements and develop appropriate solutions
• Coordinate client onboarding, including wholesale/sophisticated investor classification, KYC and legal documentation, working closely with Compliance and Legal
• Support technical discussions around API/FIX connectivity, integration requirements and, where relevant, colocation and low-latency infrastructure
• Gather market intelligence and client feedback and translate this into actionable recommendations for product and commercial teams
• Manage and grow existing institutional relationships, identifying opportunities to increase trading volumes, product adoption and wallet share
• Represent the business at relevant institutional trading conferences, industry events and trading community gatherings
• Maintain a strong understanding of developments across digital assets, electronic trading, market structure and institutional market access

What you bring

• 5+ years' experience in institutional sales, business development or a closely related commercial role
• Established relationships across Australia's proprietary trading, HFT, market-making, quantitative or electronic trading ecosystem
• Experience working directly with trading firms, proprietary trading groups, market makers or other sophisticated institutional clients
• A background in one or more of the following: digital assets, derivatives, FX, CFDs, commodities, futures, exchanges, brokerage, prime brokerage, electronic trading, trading technology or market infrastructure
• Experience within a regulated exchange, broker, FCM, trading venue, liquidity provider, OMS/EMS, market-data provider or similar financial markets business
• A strong understanding of market microstructure, maker-taker models, liquidity, execution and how sophisticated trading firms evaluate trading venues
• Familiarity with API and/or FIX connectivity and the requirements of electronic trading environments
• A strong track record of originating new institutional relationships and converting them into commercial business
• Experience managing complex commercial negotiations involving multiple internal and external stakeholders
• Strong commercial judgement and the ability to understand both client requirements and broader market opportunities
• The credibility and relationship-building skills to engage directly with senior stakeholders within trading organisations
• A genuine interest in digital assets and the evolution of institutional financial markets
• An entrepreneurial mindset and the motivation to build a new business channel from the ground up
• The ability to operate independently while leveraging the resources of a global organisation