OTC Desk Trader

About the role

Luno is the crypto investment app you can rely on, enabling you to buy, store and explore crypto securely. We're committed to putting the power of cryptocurrency in everyone's hands sensibly and responsibly. Since 2013, we've helped millions of people around the world invest safely in crypto. We do this by cutting through the hype and supporting customers at every step of the way. All products and cryptocurrencies on our platform must first meet stringent legal, risk and technical security standards. Transparency is key for us. Luno stores all crypto on a 1:1 basis and we have rigorous processes in place so you can be confident your investment is secure. We're available in more than 40 countries around the world and we work closely with respective regulators in all of these markets to be fully compliant, as we believe this is the best way to help everyone, everywhere, invest safely. The role in a nutshell: We are looking for an experienced and driven OTC sales person to be a key part of our APAC OTC Sales Trading Team. This is a pure "sales trader" role, needing a persistent business developer who enjoys finding new opportunities, signing new clients, and executing trades with precision and efficiency . You will handle the entire sales and trade execution process, from start to finish, focusing on growing Luno's business client base across the APAC region. This role will be responsible for creating outreach plans, finding potential clients, negotiating detailed multi-product deals, and expertly helping clients through the setup process. You will also be responsible for understanding market dynamics, quoting competitive prices, and managing the execution of large block trades and complex hedging strategies. You must be a proven salesperson with a strong network of business contacts across APAC, comfortable selling complex financial products and good at explaining their value clearly. If you are excited by the sales process and know how to close deals and execute trades in a fast-paced environment , this job is for you. Your mission will be: - Qualify and onboard OTC Customers You'll be an integral member of the sales team to identify customers who are actively searching for liquidity providers in both the USDT/IDR, BTC/IDR and other crypto space. Your primary focus will be on customers with large volume demands ($100k+ per week) Work with the Onboarding and Treasury Analyst teams to successfully onboard these customers - OTC Trading Operations: Acting as the main point of contact for customers to execute large trades with them e.g. making and receiving OTC quotes to customers as well as sourcing counter-trades. Ensuring that any anticipated OTC trades are pre-funded or have adequate credit facilities available. Maintaining strong relationships with traders and institutional customers. Managing any OTC trade disputes and OTC Working Capital. Ensure the Analysts and back office are providing timely settlement through well-established and tech-enabled processes. - Execution and Monitoring: Execution of trades according to approved trading strategies. Execution of OTC trades and counter-trades. Execution of market counter-trades should match counter-trades fall through. Actively manage the Profit and Loss of the APAC OTC desk against P/L targets and risk limits. - Trading Strategy Development: Give input into trading strategies for FX and Crypto assets, with a focus on risk management and maximising profitability. Develop and implement trading strategies tailored to the APAC market. - Market Analysis: Conduct in-depth analyses of digital asset markets to identify trends, opportunities, and potential risks. Stay informed about market news, regulatory changes, and other factors affecting digital asset prices. Collaborate with the Treasury team to incorporate any insights into decisions made across Luno. Ensure compliance with local regulations and internal risk management policies. - Reporting and Documentation: Ensure that Luno maintains accurate records of trades, P/L, risk, and performance metrics. Generate regular reports for stakeholders, summarising trading activities, performance, and market insights. - Luno capacity build Create high-level specifications for improvements to Luno's Trading and Risk Systems. Give input into development of automated solutions. Evaluate and motivate for improvement of the risk frameworks and risk models in order to adapt to changing market dynamics. A little about you: Minimum of 2 years of trading experience within a brokerage or sell-side OTC trading desk in crypto (preferred), FX, equities or derivatives in Indonesia and/or other regions in APAC. Multi-country experience is strongly preferred as there will be an opportunity to grow along with the Luno business. Proven track record of onboarding and growing institutional client accounts, and exceeding sales targets. Derivatives arbitrage knowledge or experience would be a

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