Institutional Business Development - Manager​/Director

Wintermute is one of the largest algorithmic trading companies in digital assets. We provide liquidity algorithmically across all major cryptocurrency exchanges and trading platforms, a broad range of OTC trading solutions as well as support high profile blockchain projects and traditional financial institutions moving into crypto. Wintermute is not just a trading company, it is one the most prominent and influential players in the digital asset markets: we are connected and partnering with all major players in the industry, we actively participate in the development of the blockchain ecosystem through investments, partnerships, and incubation of projects.

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The level will depend on your experience, existing relationships, product knowledge and track record of delivering commercial results.

We are looking for candidates with a strong understanding of traditional financial markets and experience engaging sophisticated institutional counter parties across trading, liquidity and market infrastructure.

You will be responsible for originating, developing and managing strategic commercial relationships across Wintermute's institutional business lines, while working closely with trading, product and operations teams to drive growth across OTC, derivatives and liquidity solutions.

Wintermute operates at the intersection of institutional finance and digital asset markets, partnering with leading exchanges and a broad range of institutional counter parties globally.

• Drive growth across Wintermute's institutional OTC and derivatives businesses.
• Originate, develop and manage relationships with institutional counter parties including hedge funds, asset managers, proprietary trading firms, family offices, pensions, endowments, exchanges, custodians and market infrastructure providers.
• Develop and execute commercial strategies focused on institutional client acquisition, relationship development and revenue growth.
• Work closely with trading, product and operations teams to commercialise new products and trading solutions, including derivatives offerings.
• Proactively identify client hedging, liquidity and risk-transfer requirements and develop relevant solutions across Wintermute's product suite.
• Cross-sell Wintermute's broader liquidity offering, increase wallet share and identify new revenue opportunities across existing relationships.
• Maintain active dialogue with counter parties to gather market intelligence, product feedback and evolving institutional requirements.
• Identify strategic partnerships and expansion opportunities across traditional and digital asset markets.
• Monitor market structure developments, competitive dynamics and regulatory trends to identify new commercial opportunities.
• Maintain a structured business development process, including effective pipeline management, CRM usage and client follow-up.
• Work with internal teams to continuously improve institutional client engagement and commercial processes.

• 4–7+ years of relevant experience in institutional financial markets, trading, capital markets, financial infrastructure or a related commercial environment.
• Experience in institutional business development, sales, partnerships, capital markets coverage or another counter party-facing role.
• Strong understanding of OTC markets, institutional trading workflows and derivatives products.
• Demonstrated experience independently managing and developing institutional client relationships.
• Track record of generating measurable commercial outcomes through client acquisition, revenue growth or strategic account development.
• Ability to identify client requirements and work with trading and product teams to develop appropriate solutions.
• Strong understanding of market structure, liquidity and trading products across traditional markets.
• Excellent communication and stakeholder management skills, with the ability to engage sophisticated institutional counter parties in a consultative manner.
• Ability to independently manage a commercial pipeline and execute against defined growth objectives.
• Intellectual curiosity and willingness to develop deep expertise in digital asset market structure, electronic trading and liquidity provision.
• Series 7 and Series 63 licences are preferred for relevant US-based candidates.

• 7–10+ years of relevant institutional markets experience, with a significant track record in institutional sales, derivatives, FICC, trading, capital markets or strategic…