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Open nowFirst seen 44 hours ago

Institutional Sales Manager

WavesReach15 open roles

Where
Hong Kong, Hong Kong SAR, Hong Kong
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Your applicationOpen nowInstitutional Sales ManagerWavesReach · Hong Kong, Hong Kong SAR, Hong Kong

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Share of postings closed within
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  2. 4.4%3 days
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  4. 18.6%14 days
  5. 35.6%30 days
  6. 45.1%60 days
This job: first seen 44 hours ago

The posting

We are looking for an Institutional Sales Manager to drive institutional adoption and build long-term relationships with hedge funds, asset managers, family offices, and professional investors within the digital assets space.

This role requires a strong understanding of institutional client needs and the ability to position quantitative, risk-managed investment strategies effectively. You will act as a strategic partner to clients, contributing directly to revenue growth and expanding the firm's presence across global institutional markets.

Responsibilities:

1. Institutional Channel Development (TradFi GTM)

  • Identify and systematically expand direct institutional clients as the primary focus, while developing distribution and partnership channels within the financial sector (traditional brokers, private banks, family offices, wealth management firms, hedge funds, FoFs, and asset management companies).
  • Establish partnerships with brokers/dealers with institutional coverage capabilities to complement the firm's direct client engagement; explore joint client acquisition, distribution, and co-marketing models for digital-asset quantitative products.
  • Develop and execute expansion strategies centered on winning and growing institutional clients, leveraging channel partnerships to amplify reach and drive scalable institutional digital-asset allocations.

2. Business Planning & Solution Selling

  • Communicate the risk-return profile, drawdown control, and correlation characteristics of quantitative products to institutional clients; design differentiated communication paths and product presentations for various institution types.
  • For broker/dealer partners, design institution-ready product narratives and allocation logic to support joint engagement with institutional end-clients.
  • Translate complex digital-asset strategies and technical concepts (quantitative models, systematic trading, execution, and risk-control mechanisms) into investment logic framed in a traditional finance context.

3. Trust Building, Compliance & Due Diligence

  • Collaborate with legal, compliance, audit, and investment committee teams of institutions and channel partners to support systematic evaluation of compliance, custody, risk control, and operational arrangements.
  • Support and lead multi-level due diligence (DD) processes, including DD conducted by channels and secondary DD initiated by downstream institutions.
  • Coordinate the full institutional collaboration process from initial contact, DD, commercial negotiation, to contract signing.

4. Cross-Department Coordination

  • Consolidate requirements from institutions and channel partners regarding product structure, compliance framework, risk parameters, and disclosure; communicate them to internal research, product, and risk teams.
  • Assist in establishing standardized product structures, materials, and processes for institutional channel distribution.
  • Serve as a key liaison between sales, research, and compliance teams, ensuring alignment between external institutional needs and internal execution capabilities.

Requirements:

  • Bachelor's degree or above in finance, economics, business, or related fields.
  • 3–5 years of institutional business experience in traditional finance, with backgrounds in one or more of: traditional broker/dealer (institutional sales, brokerage, prime brokerage, distribution), private bank or wealth management (institutional or family office coverage), or asset management / hedge fund (institutional client development / investor relations).
  • Established institutional client and channel networks; able to communicate professionally with investment heads, investment committee members, legal, and compliance teams.
  • Familiar with institutional investment product sales and implementation processes: product presentation, due diligence, compliance review, commercial negotiation, and contract signing.
  • Digital asset literacy: clear understanding of core concepts including digital assets, stablecoins, DeFi, and digital-asset custody; recognizes the long-term potential of digital assets as an institutional asset class.
  • Professional presence: capable of quickly building trust in high-level business meetings and representing the company in long-term collaborations with core institutions.
  • Able to independently drive core institutional and channel collaboration projects in a highly autonomous environment.
  • Willingness to travel as required to support institutional client engagement, partner development, and key events.
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