Head of Strategic Institutions

As Head of Strategic Institutions at OKG, you are the relationship monetizer for all VIP institutional clients. Your network is the pipeline. You originate, progress, and close partnerships with 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. Your network is the vertical's primary competitive advantage.
• Carry the consolidated institutional revenue target across all segments. You own 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).
• Act as the commercial architect on the biggest deals. You structure creative partnerships, negotiate terms, and close deals. You work alongside your Senior Relationship Director who drives relationship-led selling and oversee the Senior Institutional Relationship Manager who executes commercially.
• Translate institutional client product requirements (custom custody flows, new API capabilities, regulatory wrappers) into business cases with ROI estimates and advocate internally with product and engineering.
• Articulate OKX's regulatory standing (MiCA licensing, banking partnerships, compliance infrastructure) to client compliance committees, boards, and risk teams to address the primary barrier traditional institutions face: regulatory confidence.
• Own how OKX is perceived in the institutional market. Shape the narrative for OKX institutional and oversee the development of sales and marketing collateral (pitch decks, solution briefs, case studies, competitive positioning documents), develop press releases for institutional milestones, and create thought leadership content that articulates OKX's integration-first, relationship-led positioning.

What you bring

• 10+ years of Business Development experience
• An active institutional network with recent engagement (within the last 18 months) with C-suite decision-makers at banks, asset managers, and funds
• A track record of personally originating and closing institutional partnerships
• Deep crypto product fluency. You can discuss custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks credibly without preparation. You understand the infrastructure development lifecycle of banks and traditional asset managers entering digital assets.
• Senior team management experience. You have managed or directed director-level professionals and lead through influence and partnership.

Nice to have

• An existing network of institutional contacts in banks, asset managers, and funds that accelerates 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, tool management, and sales intelligence platforms for institutional prospecting
• Proficiency with AI tooling (for example Claude) for workflow automation and productivity enhancement on behalf of small, high-performance teams

What we offer

• Competitive total compensation package
• Learning and Development 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 its leading products: OKX (a leading crypto exchange), OKX Wallet (giving millions access to crypto trading and decentralized applications), and OKLink. OKX is trusted by hundreds of large institutions seeking access to crypto markets and is backed by Proof of Reserves.