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Managing Director, Head of Institutional Sales and Relationship Management

BC Group Sydney, Australia
Posted 2 days ago Permanent 20000


  • Develop and implement comprehensive customer acquisition strategies across multiple customer segments, including a strong focus on over-the-counter (OTC) sales activities. Gain a deep understanding of the different types of exchange participants, their trading strategies, and the technology they use.
  • Take ownership of executing the customer acquisition strategy, including OTC sales leadership. Manage all aspects of customer acquisition, such as pipeline management, scoping, pitching, onboarding, and leading sales negotiations.
  • Utilize the established technology platform and existing client base to strengthen pitches for new business, leveraging both the exchange and OTC sales opportunities.
  • Determine pricing strategies that are appealing to each customer segment, with a specific focus on OTC sales that drive overall exchange volumes.
  • Collaborate closely with the OSL marketing team to develop targeted campaigns, events, and collateral aimed at increasing volumes on the exchange, with a particular emphasis on OTC sales.


  • Proven track record of success in sales or business development, preferably within the financial or cryptocurrency industry.
  • In-depth knowledge of cryptocurrencies, blockchain technology, and the crypto exchange market.
  • Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with customers.
  • Results-oriented mindset with a demonstrated history of meeting or exceeding sales targets.
  • Self-motivated and capable of working independently, as well as collaboratively in a team environment.
  • Demonstrated history of successfully growing and managing a customer franchise
  • Understanding of the requirements to successfully operate within a regulated institution
  • Ambitious, self-motivated, independent and assertive with good communication skills
  • Strong interpersonal and presentation skills capable of interacting with C-suite executives
  • Highly motivated, results driven with entrepreneurial drive
  • Ability to align with the values of teamwork, integrity, strive for profitability and innovation
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