Institutional Business Development - Manager/Director

As an Institutional Business Development Manager or Director at Wintermute, you will originate, develop and manage strategic commercial relationships across our institutional business lines. You'll work closely with trading, product and operations teams to drive growth across OTC, derivatives and liquidity solutions, operating at the intersection of institutional finance and digital asset markets. Wintermute is one of the largest algorithmic trading companies in digital assets, with offices in London and Singapore, and a newly opened US office in New York that is set to grow significantly.

What you'll do

• Drive growth across Wintermute's institutional OTC and derivatives businesses
• Originate, develop and manage relationships with institutional counterparties including hedge funds, asset managers, proprietary trading firms, family offices, pensions, endowments, exchanges, custodians and market infrastructure providers
• Develop and execute commercial strategies focused on institutional client acquisition, relationship development and revenue growth
• Work closely with trading, product and operations teams to commercialise new products and trading solutions, including derivatives offerings
• Proactively identify client hedging, liquidity and risk-transfer requirements and develop relevant solutions across Wintermute's product suite
• Cross-sell Wintermute's broader liquidity offering, increase wallet share and identify new revenue opportunities across existing relationships
• Maintain active dialogue with counterparties to gather market intelligence, product feedback and evolving institutional requirements
• Identify strategic partnerships and expansion opportunities across traditional and digital asset markets
• Monitor market structure developments, competitive dynamics and regulatory trends to identify new commercial opportunities
• Maintain a structured business development process, including effective pipeline management, CRM usage and client follow-up
• Work with internal teams to continuously improve institutional client engagement and commercial processes

What you bring (Manager level)

• 4-7+ years of relevant experience in institutional financial markets, trading, capital markets, financial infrastructure or a related commercial environment
• Experience in institutional business development, sales, partnerships, capital markets coverage or another counterparty-facing role
• Strong understanding of OTC markets, institutional trading workflows and derivatives products
• Demonstrated experience independently managing and developing institutional client relationships
• Track record of generating measurable commercial outcomes through client acquisition, revenue growth or strategic account development
• Ability to identify client requirements and work with trading and product teams to develop appropriate solutions
• Strong understanding of market structure, liquidity and trading products across traditional markets
• Excellent communication and stakeholder management skills, with the ability to engage sophisticated institutional counterparties in a consultative manner
• Ability to independently manage a commercial pipeline and execute against defined growth objectives
• Intellectual curiosity and willingness to develop deep expertise in digital asset market structure, electronic trading and liquidity provision

What you bring (Director level)

• 7-10+ years of relevant institutional markets experience, with a significant track record in institutional sales, derivatives, FICC, trading, capital markets or strategic partnerships
• A strong existing network of institutional counterparties and senior decision-makers
• Significant experience originating and growing institutional revenue
• Deep knowledge of OTC and derivatives markets, ideally including options and structured solutions
• Demonstrated experience structuring or selling derivatives-based hedging and risk-transfer solutions to institutional clients
• Proven ability to independently develop and execute commercial strategies across regions, client segments or products
• Strong track record of winning strategic accounts and expanding wallet share across existing relationships
• Ability to identify new products, partnerships and market opportunities and help bring them to market
• Credibility engaging senior stakeholders across hedge funds, asset managers, banks, trading firms and market infrastructure providers
• Ability to contribute to Wintermute's broader institutional growth strategy and shape how we approach key markets and counterparties

Nice to have

• Series 7 and Series 63 licences for relevant US-based candidates

What we offer

• Performance-based compensation with significant earning upside
• Private medical insurance and standard perks
• Opportunity to work at the world's leading algorithmic trading firm
• Accelerated responsibilities and ownership growth compared to traditional finance environments
• Informal, non-hierarchical, ambitious and collaborative working culture with a startup vibe
• Team events, celebrations and company-wide team building

About Wintermute

Wintermute is one of the largest algorithmic trading companies in digital assets, providing liquidity algorithmically across all major cryptocurrency exchanges and offering OTC trading solutions and support to high-profile blockchain projects and traditional financial institutions entering crypto. The company is a prominent player in the digital asset markets, partnering with major industry players and actively investing in and incubating blockchain ecosystem projects. Wintermute operates globally with offices in London and Singapore, and recently opened its US office in New York.