Head of Strategic Institutions

About the role

At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom. OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves. Across our multiple offices globally, we are united by our core principles: We Before Me , Do the Right Thing , and Get Things Done . These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er. OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more. You are the Relationship Monetizer for all VIP institutions. Your network is the pipeline. You originate, progress, and close partnerships with VIP institutional clients - banks, asset managers, hedge funds, family offices, quant funds, and sovereign wealth funds - that generate substantial, recurring revenues and validate OKX as a credible institutional counterparty globally.

Responsibilities

• Tier 1 network ownership and expansion. You curate, expand, and monetize your personal network of C-suite relationships at the largest global financial institutions. Your network is the vertical's primary competitive advantage.
• Revenue ownership and pipeline oversight. You carry the consolidated institutional revenue target across all segments. You own the number, the forecast, and pipeline health.
• Vertical strategy and segment prioritization. You determine how to balance long-cycle bank partnerships (6-12+ months, custom integration, marquee logos) with shorter-cycle fund and asset manager clients (3-6 months, more standardized product, revenue velocity).
• What We Look For In You
• 10+ years of Business Development experience
• Active institutional network. You have done business with C-suite decision-makers at banks, asset managers, and funds within the last 18 months.
• Personal deal closing experience. You have personally originated and closed institutional partnerships.
• Senior team management. You have managed or directed director-level professionals. You lead through influence and partnership.

Requirements

• Existing network of institutional contacts in banks, asset managers, and funds - relationships accelerate ramp time even if they are not the primary asset
• Experience selling to both banks (complex, long-cycle, integration-heavy) and funds (shorter-cycle, standardized) simultaneously
• Track record of building institutional sales teams and playbooks in a high-growth environment
• Experience developing sales collateral, thought leadership content, or institutional marketing narratives
• Experience with CRMs, pipeline building and tool management, sales intelligence platforms for institutional prospecting
• Proficient in use of AI tooling (e.g. Claude) for workflow automation and productivity enhancement on behalf of small, high performance tea

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