Head of Strategic Institutions (Crypto)

Location: Dubai, United Arab Emirates; remote roles across EMEA

Company

OKX is a crypto exchange and developer of OKX Wallet, OKLink, and other blockchain products serving retail users and institutional clients.

What you will do

• Own and expand a personal network of C-suite relationships at major banks, asset managers, funds, family offices, and sovereign wealth funds.
• Own institutional revenue targets, forecasting, pipeline health, and segment prioritization.
• Originate, commercially structure, negotiate, and close strategic institutional partnerships.
• Balance long-cycle bank partnerships with shorter-cycle fund and asset manager opportunities.
• Translate client needs such as custody flows, API capabilities, and regulatory wrappers into ROI-backed product proposals.
• Shape OKX’s institutional positioning, sales collateral, case studies, press releases, and thought leadership content.

Requirements

• 10+ years of business development experience.
• Active institutional relationships with C-suite decision-makers at banks, asset managers, and funds, including business conducted within the last 18 months.
• Personal experience originating and closing institutional partnerships.
• Deep knowledge of crypto products, custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks.
• Experience managing or directing director-level professionals and leading through influence.

Nice to have

• Institutional contacts across banks, asset managers, and funds.
• Experience selling to both banks and funds, building institutional sales teams, and creating sales playbooks.
• Experience developing sales collateral, thought leadership, or institutional marketing narratives.
• Experience with CRMs, pipeline tools, and institutional sales intelligence platforms.
• Proficiency with AI tools such as Claude for workflow automation and team productivity.

Culture & Benefits

• Competitive total compensation package.
• Learning and development programs.
• Education subsidy for employee growth and development.
• Team-building programs and company events.
• Culture guided by the principles “We Before Me,” “Do the Right Thing,” and “Get Things Done.”