Head of Strategic Institutions

As Head of Strategic Institutions at OKG, you are the relationship monetizer for all VIP institutions. Your network is the pipeline. You originate, progress, and close partnerships with VIP institutional clients-banks, asset managers, hedge funds, family offices, quant funds, and sovereign wealth funds-that generate substantial, recurring revenues and validate OKX as a credible institutional counterparty globally.

What you'll do

• Curate, expand, and monetize your personal network of C-suite relationships at the largest global financial institutions, building your network as the vertical's primary competitive advantage
• Carry the consolidated institutional revenue target across all segments, owning the number, the forecast, and pipeline health
• Determine how to balance long-cycle bank partnerships (6-12+ months, custom integration, marquee logos) with shorter-cycle fund and asset manager clients (3-6 months, more standardized product, revenue velocity)
• Serve as the commercial architect on the biggest deals, structuring creative partnerships, negotiating terms, and closing alongside your Sr. Relationship Director and Sr. Institutional RM
• Translate institutional product requirements into business cases with ROI estimates and advocate internally with product and engineering for custom custody flows, new API capabilities, and regulatory wrappers
• Articulate OKX's regulatory standing (MiCA licensing, banking partnerships, compliance infrastructure) to client compliance committees, boards, and risk teams to address institutions' regulatory confidence concerns
• Own how OKX is perceived in the institutional market by shaping the institutional narrative, overseeing the development of sales and marketing collateral (pitch decks, solution briefs, case studies, competitive positioning documents), shaping press releases for institutional milestones, and developing thought leadership content

What you bring

• 10+ years of Business Development experience
• An active institutional network with done business with C-suite decision-makers at banks, asset managers, and funds within the last 18 months
• Personal deal closing experience, having originated and closed institutional partnerships
• Deep crypto product fluency covering custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks, with understanding of how banks and traditional asset managers integrate into digital assets
• Senior team management experience, having managed or directed director-level professionals and led through influence and partnership

Nice to have

• An existing network of institutional contacts in banks, asset managers, and funds to accelerate ramp time
• Experience selling to both banks (complex, long-cycle, integration-heavy) and funds (shorter-cycle, standardized) simultaneously
• A track record of building institutional sales teams and playbooks in a high-growth environment
• Experience developing sales collateral, thought leadership content, or institutional marketing narratives
• Experience with CRMs, pipeline building and tool management, and sales intelligence platforms for institutional prospecting
• Proficiency with AI tooling such as Claude for workflow automation and productivity enhancement on behalf of small, high-performance teams

What we offer

• Competitive total compensation package
• L&D programs and education subsidy for your growth and development
• Various team building programs and company events

About OKG

OKG is a group that brings the value of blockchain to users around the world through leading products including OKX, a leading crypto exchange and developer of OKX Wallet, OKLink, and more. OKX provides millions with access to crypto trading and decentralized crypto applications, and serves as a trusted brand for hundreds of large institutions seeking access to crypto markets.