Institutional Trading Partnership Lead | Global Crypto Exchange

Park Brown has been exclusively appointed by a leading global digital asset exchange to identify an experienced commercial professional to build and develop institutional trading relationships across the Australian market. As the Institutional Trading Partnerships Lead, you will own the development of the Australian HFT and proprietary trading channel, operating as a senior individual contributor with significant autonomy. You will originate and develop new relationships, manage the commercial sales cycle, and grow institutional accounts over the long term, working closely with global commercial, product, technology, compliance and legal teams.

What you'll do

• Build and execute a strategy to develop institutional trading relationships across the Australian market.
• Develop and maintain a high-quality pipeline of proprietary trading firms, HFTs, market makers and other sophisticated trading businesses.
• Leverage your existing network while continuously expanding relationships across Australia's electronic trading ecosystem.
• Own the full commercial sales cycle, from initial prospecting and relationship development through to negotiation, onboarding and account growth.
• Build trusted relationships with senior decision-makers across trading firms and understand their requirements, trading strategies and venue preferences.
• Work with internal product and technology teams to address client requirements and develop appropriate solutions.
• Lead commercial negotiations covering fee structures, rebates, liquidity incentives and other trading economics.
• Coordinate client onboarding, including wholesale/sophisticated investor classification, KYC and legal documentation, working closely with Compliance and Legal.
• Support technical discussions around API/FIX connectivity, integration requirements and, where relevant, colocation and low-latency infrastructure.
• Gather feedback from trading clients and communicate market requirements internally to support product and commercial development.
• Manage and grow existing institutional relationships, identifying opportunities to increase trading volumes, product adoption and wallet share.
• Represent the business at relevant industry conferences, trading events and institutional market gatherings.
• Stay close to developments across digital assets, electronic trading, market structure and institutional market access.

What you bring

• 4+ years' experience in institutional sales, business development or a closely related commercial role.
• Existing relationships across Australia's proprietary trading, HFT, market-making, electronic trading or institutional trading community.
• Experience working directly with trading firms, proprietary trading groups, market makers or other sophisticated institutional clients.
• A background in one or more of the following: digital assets, derivatives, FX, CFDs, commodities, futures, exchanges, brokerage, prime brokerage, electronic trading, trading technology or market infrastructure.
• Experience within a regulated exchange, broker, FCM, trading venue, liquidity provider, OMS/EMS, market-data provider or similar financial markets business.
• A strong understanding of market microstructure, maker-taker models, liquidity, execution and how sophisticated trading firms evaluate trading venues.
• Familiarity with API and/or FIX connectivity and the requirements of electronic trading environments.
• Experience managing commercial negotiations involving multiple internal and external stakeholders.
• Strong commercial judgement and the ability to understand both client requirements and commercial opportunity.
• The credibility and relationship-building skills to engage directly with senior stakeholders within trading organisations.
• A genuine interest in digital assets and the evolution of institutional financial markets.
• An entrepreneurial and self-starting mindset, with the motivation to build a market rather than simply manage an established book.
• The ability to operate independently while working effectively with a globally distributed organisation.