About the Role
We are seeking an experienced and commercially driven Head of OTC Sales to lead and scale our crypto OTC business. This role will be responsible for driving institutional and high‑net‑worth client acquisition, growing OTC trading revenues, overseeing key client relationships, and leading the expansion of our digital asset conversion business across regional and international markets.
The ideal candidate combines strong commercial instincts with deep knowledge of crypto markets, OTC trading operations, liquidity flows, and institutional client management. This individual will lead the OTC sales strategy, manage strategic accounts, oversee desk performance, and work closely with trading, treasury, compliance and operations teams to ensure scalable and sustainable growth.
This is a high‑impact leadership role suited for someone with a strong network within the crypto industry, a proven revenue‑generation background, and experience operating within fast‑paced digital asset environments.
Key Responsibilities OTC Sales Strategy & Revenue Growth- Develop and execute the OTC sales strategy to drive revenue growth, transaction volume, and client acquisition across crypto markets.
- Build, manage, and expand relationships with:
- High‑net‑worth individuals (HNWIs)
- Institutional crypto investors
- Crypto funds and trading firms
- Family offices
- Corporate crypto clients
- Liquidity providers and strategic partners
- Lead the OTC desk in generating and converting inbound and outbound business opportunities into executed crypto trades.
- Drive consistent growth in OTC transaction flow, wallet share, and repeat client activity.
- Oversee pricing strategies, spreads, markups and transaction profitability while ensuring competitiveness and efficiency.
- Collaborate with marketing and business development teams to support referral partnerships, KOL channels, institutional onboarding and strategic growth initiatives.
- Identify new market opportunities, products and client segments to expand the OTC crypto business.
- Act as a senior relationship lead for strategic and high‑value crypto clients.
- Ensure exceptional client service standards throughout the full transaction lifecycle.
- Maintain regular engagement with clients through market updates, liquidity discussions, pricing opportunities and tailored trading solutions.
- Handle complex client escalations and ensure timely resolution of issues.
- Represent the company at crypto conferences, networking events and industry meetings.
- Build, mentor and manage the OTC sales team, including setting KPIs, revenue targets and performance standards.
- Establish scalable sales processes, onboarding frameworks and client engagement standards.
- Foster a high‑performance culture focused on accountability, client trust, collaboration and commercial results.
- Work closely with senior leadership to provide reporting on revenue, desk performance, client activity and growth initiatives.
- Coordinate closely with treasury, liquidity, trading and operations teams to ensure efficient execution and settlement of crypto transactions.
- Monitor OTC transaction flow, liquidity availability, exposure and operational efficiency.
- Support the development and improvement of OTC workflows, CRM systems, reporting tools and operational controls.
- Ensure accurate record‑keeping, transaction documentation, wallet verification and reconciliation procedures are maintained.
- Oversee large block trades, crypto conversions and settlement coordination across multiple digital assets and counter parties.
- Ensure all OTC activities are conducted in line with internal compliance policies, AML/CFT procedures, sanctions screening requirements and client onboarding standards.
- Partner closely with Compliance, Legal and Operations teams to maintain strong operational controls and transaction monitoring processes.
- Promote a strong culture of compliance, ethical conduct and risk awareness across the OTC function.
- Escalate suspicious activity, operational risks or compliance concerns promptly and appropriately.
- Ensure client communications and sales…
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