As an Institutional BD Manager, you will be responsible for driving the adoption of our platform/protocol among institutional players. Your goal is to secure high-value partnerships with hedge funds, market makers, asset managers, and corporate treasuries, facilitating their entry into the digital asset ecosystem through our infrastructure.
Key Responsibilities1. Institutional Pipeline ManagementIdentify and engage with institutional prospects, including Tier-1 and Tier-2 market makers, VC firms, OTC desks, and family offices.
Lead the entire sales process from initial cold outreach and high-level presentations to complex contract negotiations and closing.
Coordinate with Legal, Compliance, and Operations teams to ensure a smooth KYC/KYB and technical onboarding process for institutional clients.
Negotiate and structure deals that increase on-platform liquidity, TVL (Total Value Locked), or trading volume.
Identify opportunities for API integrations and sub-custody solutions for traditional financial (TradFi) institutions.
Develop and manage "VIP" tiers, ensuring institutional clients receive competitive fee structures and bespoke support.
Act as the "voice of the customer" for institutional needs, relaying feedback to the Product and Engineering teams to improve API stability, security features, and reporting tools.
Represent the firm at global institutional summits (e.g., Token2049, Blockworks Digital Asset Summit) to build a high-trust network.
Stay updated on global crypto regulations (e.g., MiCA, VASP requirements, SEC/CFTC shifts) to ensure all BD activities are compliant.
Work closely with the Risk department to assess the creditworthiness and reputational standing of potential institutional partners.
2–5 years in Business Development, Institutional Sales, or Account Management within Fintech, Prime Brokerage, or Web3 Infrastructure.
Strong understanding of traditional finance (TradFi) instruments—derivatives, spot trading, lending, and settlement—and how they translate to DeFi/Web3.
Ability to discuss technical specifications, including REST/FIX APIs, MPC (Multi-Party Computation) wallet security, and smart contract audits.
Sophisticated verbal and written communication skills suitable for C-suite and Investment Committee presentations.
A Bachelor’s degree in Finance, Economics, Business, or a related field (or equivalent practical experience in the crypto markets).
A warm network of contacts within the crypto institutional space (Market Makers, Funds, or Custodians).
Proficiency in a second language relevant to global financial hubs (e.g., Mandarin for the APAC corridor).
Experience explaining complex DeFi concepts (Liquid Staking, RWA Tokenization) to traditional investors.
Skills Required
- 2-5 years in Business Development, Institutional Sales, or Account Management within Fintech, Prime Brokerage, or Web3 Infrastructure.
- Strong understanding of TradFi instruments (derivatives, spot trading, lending, settlement) and their translation to DeFi/Web3.
- Ability to discuss technical specifications including REST/FIX APIs, MPC wallet security, and smart contract audits.
- Sophisticated verbal and written communication skills for C-suite and Investment Committee presentations.
- Bachelor's degree in Finance, Economics, Business, or related field (or equivalent practical crypto market experience).
- A warm network of contacts within the crypto institutional space (market makers, funds, custodians).
- Proficiency in a second language relevant to global financial hubs (e.g., Mandarin).
- Experience explaining complex DeFi concepts (e.g., Liquid Staking, RWA Tokenization) to traditional investors.
What We Do
Hyphen Connect is a Web3 and AI talent agency and crypto-integrated software solutions provider that connects blockchain, DeFi, NFT, and AI companies with specialized technical and go-to-market talent globally and remotely. They deliver headhunting, data-driven research, and recruitment services across infrastructure, exchanges, gaming, and DeFi projects, plus industry analysis and hiring insights to help clients build engineering and product teams.
