Head of Strategic Institutions

As Head of Strategic Institutions at OKX, you are the relationship monetizer for all VIP institutional clients. 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. Your network is the pipeline and your primary competitive advantage.

What you'll do

• Curate, expand, and monetize your personal network of C-suite relationships at the largest global financial institutions, establishing Tier 1 network ownership and expansion as a vertical competitive advantage.
• Carry the consolidated institutional revenue target across all segments, owning the number, 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 deals 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 barriers.
• Own how OKX is perceived in the institutional market by shaping the institutional narrative, overseeing 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 that articulates OKX's integration-first, relationship-led positioning.

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 experience originating and closing institutional partnerships.
• Deep crypto product fluency to discuss custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks credibly without preparation, with understanding of the infrastructure development lifecycle of banks and traditional asset managers entering digital assets.
• Senior team management experience, having managed or directed director-level professionals and led through influence and partnership.

Nice to have

• 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.
• 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.
• Learning and development programs and education subsidy for your growth and development.
• Various team building programs and company events.

About OKX

OKX is a leading crypto exchange and developer of OKX Wallet, giving millions access to crypto trading and decentralized applications, and a trusted brand by hundreds of large institutions. OKX is part of OKG, a group bringing the value of blockchain to users worldwide through products including OKX, OKX Wallet, and OKLink.