Institutional Relationship Management

As an Institutional Relationship Manager at OKX, a leading crypto exchange and developer of OKX Wallet, you drive business growth by acquiring and managing high-value institutional clients. You build deep, long-term relationships with professional investment firms, asset managers, and family offices, understanding their strategies and delivering tailored solutions across OKX's full product suite.

What you'll do

• Proactively identify and develop high-value institutional clients with significant asset scale and trading potential, including professional investment firms, asset management companies, quantitative trading teams, and family offices.
• Build a consistent client pipeline through industry events, peer referrals, and in-person visits, and drive partnerships to closure efficiently.
• Develop a thorough understanding of each client's trading strategy, capital structure, and product needs, and deliver tailored service solutions accordingly.
• Maintain regular and in-depth engagement with clients, foster long-term trust-based relationships, and continuously drive growth in assets under management, trading activity, and platform stickiness.
• Take full ownership of key performance metrics for your client portfolio, including AUM, trading volume, and revenue contribution.
• Consistently meet monthly and quarterly targets for asset onboarding and business activation, and optimize client value output over time.
• Develop deep expertise across the platform's full product suite, including spot, derivatives, structured products, and institution-exclusive services, and provide tailored product recommendations based on each client's investment strategy and business objectives.
• Gather and synthesize institutional client pain points and customization requests, and coordinate with internal teams across product, risk, compliance, and operations to deliver bespoke solutions for key clients.
• Proactively provide clients with market insights and professional guidance at critical moments.
• Stay current on institutional crypto market trends and competitor service strategies.
• Regularly share market intelligence and client feedback internally to inform product development and business strategy.

What you bring

• Experience in the Web3 industry, with hands-on usage or service experience related to major exchanges, wallets, custody solutions, or DeFi products.
• The ability to quickly identify and qualify target clients, with strong communication, negotiation, and relationship-building skills.
• Experience managing high-potential client relationships, client service, or account operations (preferred).
• Basic understanding of financial markets, derivatives, and risk-return dynamics; background in banking, securities, or asset management is a strong plus.
• Clear KPI and result orientation, and comfort using data to measure and manage performance.
• Comfort with a high-intensity work pace and frequent travel and client visits.
• Strong self-motivation and resilience, with the ability to find paths forward and drive execution in an uncertain environment.
• Fluency in both Chinese and English (listening, speaking, reading, and writing).
• Bachelor's degree or above; degrees in Finance, Economics, Accounting, Mathematics, Statistics, Computer Science, or related fields are preferred.

What we offer

• Competitive total compensation package
• Various team-building programs and company events

About OKX

OKX is a leading crypto exchange and developer of OKX Wallet, providing millions with access to crypto trading and decentralized applications, while serving hundreds of large institutions seeking access to crypto markets. OKX is part of OKG, a group bringing blockchain value to users worldwide through products including OKX, OKX Wallet, and OKLink.