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Director, Strategic Institutional Partnerships - Special Projects Lead

Remote, Roles - EMEA·Added 8 days ago (last checked 20 Oct)

OKX

6 open roles

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Our summary

Work mode
Remote (Roles - EMEA)
Experience
Senior level

Visa options

  • The ad doesn’t mention sponsorship

    Not a refusal, but not a yes. Worth asking in your first message.

  • May fit the digital nomad visa

    A remote job for a company outside Spain: you apply yourself, no sponsor needed. It asks for about €2,849 a month in remote income.

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Skills

Nice to have

Requirements

What we're looking for

  • 10+ years of Business Development experience
  • Active institutional network. You have done business with C-suite decision-makers at banks, asset managers, and funds within the last 18 months.
  • Personal deal closing experience. You have personally originated and closed institutional partnerships.
  • Deep crypto product fluency. You can discuss custody models, trading infrastructure, FIX connectivity, settlement mechanics, and regulatory frameworks credibly without preparation. You understand the infrastructure development lifecycle of banks and traditional asset managers getting into digital assets.
  • Senior team management. You have managed or directed director-level professionals. You lead through influence and partnership.

Nice to have

  • Existing network of institutional contacts in banks, asset managers, and funds — relationships accelerate ramp time even if they are not the primary asset
  • Experience selling to both banks (complex, long-cycle, integration-heavy) and funds (shorter-cycle, standardized) simultaneously
  • Track record of building institutional sales teams and playbooks in a high-growth environment
  • Experience developing sales collateral, thought leadership content, or institutional marketing narratives
  • Experience with CRMs, pipeline building and tool management, sales intelligence platforms for institutional prospecting
  • Proficient in use of AI tooling (e.g. Claude) for workflow automation and productivity enhancement on behalf of small, high performance teams 

Pay & benefits

What you'll get

  • Competitive total compensation package
  • L&D programs and Education subsidy for employees' growth and development
  • Various team building programs and company events
  • More that we love to tell you along the process!

The role

You are the Relationship Monetizer for all VIP institutions. Your network is the pipeline. You originate, progress, and close partnerships with VIP institutional clients - banks, asset managers, hedge funds, family offices, quant funds, and sovereign wealth funds - that generate substantial, recurring revenues and validate OKX as a credible institutional counterparty globally.

What you'll do

  • Tier 1 network ownership and expansion. You curate, expand, and monetize your personal network of C-suite relationships at the largest global financial institutions. Your network is the vertical’s primary competitive advantage.
  • Revenue ownership and pipeline oversight. You carry the consolidated institutional revenue target across all segments. You own the number, the forecast, and pipeline health.
  • Vertical strategy and segment prioritization. You determine how to balance long-cycle bank partnerships (6-12+ months, custom integration, marquee logos) with shorter-cycle fund and asset manager clients (3-6 months, more standardized product, revenue velocity).
  • Tier 1 deal origination and closing (commercial structuring). You are the commercial architect on the biggest deals. You structure creative partnerships, negotiate terms, and close. You work alongside your Sr. Relationship Director who drives relationship-led selling and oversee the Sr. Institutional RM who executes commercially.
  • Product need analysis and advocacy (ROI estimate of feature requests). Institutional clients surface product requirements that don’t exist yet — custom custody flows, new API capabilities, regulatory wrappers. You translate these into business cases with ROI estimates and advocate internally with product and engineering.
  • Regulatory positioning and compliance reflection. Traditional institutions’ primary barrier is not capital efficiency — it’s regulatory confidence. You articulate OKX’s regulatory standing (MiCA licensing, banking partnerships, compliance infrastructure) to client compliance committees, boards, and risk teams. You make the case for why OKX is a defensible counterparty.
  • External positioning and institutional marketing narrative. You own how OKX is perceived in the institutional market. You shape the narrative for OKX institutional and oversee the development of sales and marketing collateral (pitch decks, solution briefs, case studies, competitive positioning documents), shape press releases for institutional milestones, and develop thought leadership content that articulates OKX’s integration-first, relationship-led positioning.

department

Global Commercial Center

About OKX

OKX is a global cryptocurrency exchange and Web3 technology company, offering spot and derivatives trading, as well as a non-custodial wallet and decentralized finance products. Founded in 2017, it has grown into one of the world's largest crypto exchanges by trading volume, serving millions of users across more than 100 countries. The company is headquartered in Dubai, UAE, and operates globally with a strong focus on innovation and regulatory compliance.

In Spain, OKX is expanding its presence, with open roles in Madrid and Barcelona covering operations, institutional sales, and marketing. The company is known for its fast-paced, remote-friendly culture and attracts international talent from around the world. For international professionals, OKX offers the opportunity to work in a cutting-edge industry with a global team, and its Spain offices are part of its broader European expansion strategy.

Founded
2017
Employees
1,000–5,000
Headquarters
Dubai, UAE
In Spain
Madrid, Barcelona

Good to know if you are moving

  • OKX is a global leader in the cryptocurrency exchange industry, offering a dynamic and fast-paced work environment.
  • The company has a strong remote-friendly culture, with many roles allowing flexible work arrangements.
  • Spain offices are relatively new, providing opportunities for early-stage growth and impact.
  • OKX is known for its competitive compensation packages, including crypto-related benefits.
  • The company is actively expanding in Europe, with a focus on regulatory compliance, making it a stable choice for international hires.

In their own words

About the company & team

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 by 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 our leading products OKX, OKX Wallet, OKLink and more.

Additional information

OKX is committed to equal employment opportunities regardless of race, color, genetic information, creed, religion, sex, sexual orientation, gender identity, lawful alien status, national origin, age, marital status, and non-job related physical or mental disability, or protected veteran status.

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#LI-REMOTE

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