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 primary competitive advantage for this vertical.

What you'll do

• Own and expand your personal network of C-suite relationships at the largest global financial institutions, curating and monetizing these connections as the vertical's primary 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 largest deals, structuring creative partnerships, negotiating terms, and closing alongside your Sr. Relationship Director and Sr. Institutional RM on a global level
• Translate institutional 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 including MiCA licensing, banking partnerships, and compliance infrastructure to client compliance committees, boards, and risk teams to position OKX as a defensible counterparty
• Shape how OKX is perceived in the institutional market by developing sales and marketing collateral (pitch decks, solution briefs, case studies, competitive positioning documents), crafting institutional press releases, 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 recent (within 18 months) business relationships with C-suite decision-makers at banks, asset managers, and funds
• Personal track record of originating and closing institutional partnerships
• Deep crypto product fluency, able to discuss custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks credibly without preparation, and understanding of the infrastructure development lifecycle as banks and traditional asset managers enter digital assets
• Experience managing or directing director-level professionals, leading through influence and partnership

Nice to have

• An existing network of institutional contacts in banks, asset managers, and funds
• 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, 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 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. OKX serves hundreds of large institutions seeking access to crypto markets and is part of OKG, a blockchain group whose products include OKX, OKX Wallet, and OKLink.