Institutional Business Development Director

We are looking for an Institutional Business Development Director in New York to support and accelerate our clients institutional expansion across financial markets. The ideal candidate will possess a strong understanding of traditional financial services, with experience engaging institutional counterparties across trading, liquidity and market infrastructure.

In this role, you will be responsible for originating, developing and managing strategic commercial relationships across our clients institutional business lines globally whilst working cross-functionally with trading, product, and operations teams to drive growth across OTC, derivatives and liquidity solutions.

Our client operates at the intersection of institutional finance and digital asset markets, partnering with leading exchanges and a vast amount of counterparties who trade with us.

Responsibilities:

• Drive the growth of our client's institutional OTC and derivatives business across key client segments and strategic markets.

• Develop and execute regional business development strategies focused on institutional client acquisition, relationship management, and revenue growth.

• Partner and strategize closely with trading, product, and operations teams to support the launch and commercialization of new products and trading solutions, including derivatives offerings.

• Build and deepen relationships with institutional counterparties, including hedge funds, asset managers, proprietary trading firms, family offices, pension/ endowments, exchanges, custodians, and market infrastructure providers.

• Identify strategic partnership and market expansion opportunities across the evolving digital asset and financial services landscape.

• Maintain active dialogue with clients to gather market intelligence, product feedback, and evolving institutional requirements.

• Contribute to the enhancement of commercial processes and operational workflows, including CRM optimization, pipeline management, and client engagement effectiveness.

• Monitor market developments, competitive dynamics, and regulatory trends to proactively identify strategic partnerships and new commercial opportunities.

Hard Skills Requirements:

• Experience within institutional financial services, ideally in high-performance trading, capital markets, or financial infrastructure environments.

• Strong knowledge of OTC markets, derivatives products, and institutional trading workflows; experience with options products is highly preferred.

• Proven track record in business development, institutional sales, partnerships, capital markets coverage, or other client-facing commercial roles.

• Demonstrated ability to deliver measurable commercial outcomes, including revenue generation, client acquisition, or strategic account growth.

• Excellent communication and stakeholder management skills, with the ability to engage sophisticated institutional counterparties in a consultative and solutionsoriented manner.

• Strong understanding of market structure, liquidity, and trading products across traditional markets Intellectual curiosity and willingness to develop deep expertise in digital asset market structure, electronic trading, and liquidity provision.

• Experience selling structuring derivatives-based hedging and risk transfer solutions for institutional clients is strongly preferred.

• Proactively engage clients to cross-sell holistic liquidity solutions across our client's suite of offerings, maximizing wallet share and identifying novel revenue streams.

• Bachelor’s or Master’s degree in Finance, Economics, Business, or a related field.

Highly Preferred:

• Experience selling structuring derivatives-based hedging and risk transfer solutions for institutional clients.

• Background in FICC Sales, Prime Brokerage, Equity Derivatives, Commodity Derivatives, FX Options, Rates, Credit, Structured Products, Institutional Sales Trading, or work at an ETF Issuer or Authorized Participation Desk.

• Familiarity with API/FIX connectivity, electronic trading infrastructure, and an ability to leverage data to evaluate client flow and drive commercial decisions.

• Series 7 and Series 63 licenses.

NOTE: For candidates applying for New York, please ensure you are eligible to work in the US. At the moment our client is unfortunately not able to sponsor US visas.