Note: The job is a remote job and is open to candidates in USA. Hyphen Connect is focused on driving the adoption of their platform among institutional players. The Institutional BD Manager will be responsible for securing high-value partnerships and facilitating the entry of these institutions into the digital asset ecosystem.
Responsibilities
- Identify 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
Skills
- 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
Company Overview