The Role
Manage and grow institutional client relationships for OKX by driving sales, onboarding, product collaboration, upselling, and ensuring compliant, high-quality operational support.
Summary Generated by Built In
Who We Are About the Role What You’ll Be DoingBusiness Development & Growth What We Look For In YouRequirements
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 for 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 leading products including OKX, OKX Wallet, OKLink, and more.
As part of the Institutional Relationship Management team, you will serve as the primary point of contact for our institutional partners. Your mission is to cultivate long-term relationships, drive revenue growth through proactive sales and strategic engagement, and ensure a seamless operational experience for institutional clients.
This role sits at the intersection of institutional sales, client relationship management, and product collaboration, acting as a bridge between client needs and internal product capabilities. Performance will be evaluated through a balanced KPI framework focused on growth, new business development, and client service excellence to support sustainable revenue generation and operational quality.
- Identify and qualify new institutional leads, managing the full sales cycle from initial outreach through to closing and post-sales client success.
- Coordinate the end-to-end onboarding process for institutional clients, including verification and account activation.
- Monitor client activity and trading patterns to identify opportunities for upselling and cross-selling.
- Develop strategic initiatives to expand institutional client relationships and drive trading activity.
- Serve as the dedicated relationship lead for assigned institutional accounts, resolving day-to-day inquiries and operational issues within defined SLAs.
- Proactively educate clients on new product launches, platform features, and market developments to support optimal platform usage.
- Analyze client feedback and operational challenges, identifying meaningful signals that can drive product improvements and commercial outcomes.
- Develop deep expertise in OKX’s product suite, trading infrastructure, and risk framework to provide informed guidance to institutional clients.
- Manage dedicated client communication channels (Slack, Telegram, WhatsApp, WeChat) and coordinate with internal teams including Product, API, Legal, and Compliance to deliver solutions and improvements.
- Advocate internally for initiatives that enhance client experience, increase trading activity, and support long-term client retention.
- Ensure all client engagements strictly adhere to company policies, Terms of Service, and local regulatory requirements.
- Support due diligence processes including DDQs, partnership agreements, and audit requests in collaboration with Legal and Compliance teams.
- Maintain high standards of documentation, operational transparency, and regulatory alignment.
- Bachelor’s degree in Business, Finance, Economics, or a related field.
- 5+ years of experience in institutional sales, relationship management, or business development within crypto, fintech, or financial markets.
- Strong understanding of digital asset trading products, institutional client workflows, and exchange infrastructure.
- Proven experience managing institutional or high-value client relationships.
- Excellent communication and stakeholder management skills.
- Strong analytical mindset with the ability to identify commercial opportunities from client insights.
- Ability to work cross-functionally with product, engineering, compliance, and legal teams in a fast-paced environment.
- Experience working with institutional crypto clients such as funds, market makers, trading firms, or fintech platforms.
- Familiarity with APIs, trading infrastructure, and liquidity solutions.
- Background in regulated financial markets or digital asset platforms.
- Strong understanding of the global crypto ecosystem and institutional market dynamics.
Notice:
All official OKX vacancies are published on this website. While roles may appear on selected third-party platforms from time to time, information on other sites may be inaccurate or outdated. If in doubt, please apply directly through our official careers website.
Information collected and processed as part of the recruitment process of any job application you choose to submit is subject to OKX's Candidate Privacy Notice.
Skills Required
- Bachelor's degree in Business, Finance, Economics, or a related field
- 5+ years of experience in institutional sales, relationship management, or business development within crypto, fintech, or financial markets
- Strong understanding of digital asset trading products, institutional client workflows, and exchange infrastructure
- Proven experience managing institutional or high-value client relationships
- Excellent communication and stakeholder management skills
- Strong analytical mindset with ability to identify commercial opportunities from client insights
- Ability to work cross-functionally with product, engineering, compliance, and legal teams
- Experience working with institutional crypto clients such as funds, market makers, trading firms, or fintech platforms
- Familiarity with APIs, trading infrastructure, and liquidity solutions
- Background in regulated financial markets or digital asset platforms
- Strong understanding of the global crypto ecosystem and institutional market dynamics
OKX Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about OKX and has not been reviewed or approved by OKX.
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Fair & Transparent Compensation — Pay is considered competitive or above market, especially in engineering, product, and legal roles across major hubs. This positioning is consistently cited as a major attraction for candidates.
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Healthcare Strength — Role descriptions indicate comprehensive medical, dental, vision, life, and disability coverage, with employer-paid premiums in some cases. Health coverage is highlighted alongside core benefits like PTO and parental leave.
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Wellbeing & Lifestyle Benefits — Allowances for education and fitness, meal perks and snacks, team-building budgets, and structured learning programs are described across locations. These extras enhance the total rewards package beyond base pay.
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The Company
What We Do
Founded in 2017, OKX is one of the world’s leading cryptocurrency spot and derivatives exchanges. OKX innovatively adopted blockchain technology to reshape the financial ecosystem by offering some of the most diverse and sophisticated products, solutions, and trading tools on the market. Trusted by more than 20 million users in over 180 regions globally, OKX strives to provide an engaging platform that empowers every individual to explore the world of crypto. In addition to its world-class DeFi exchange, OKX serves its users with OKX Insights, a research arm that is at the cutting edge of the latest trends in the cryptocurrency industry. With its extensive range of crypto products and services, and unwavering commitment to innovation, OKX’s vision is a world of financial access backed by blockchain and the power of decentralized finance.
