The Head of Institution & API is responsible for driving the growth of the company's institutional business and API ecosystem. This role leads the strategy, acquisition, and relationship management of institutional clients—including market makers, hedge funds, asset managers, proprietary trading firms, brokers, fintech platforms, and enterprise partners—while expanding API adoption and developing strategic partnerships.
The ideal candidate combines strong institutional sales expertise, deep knowledge of electronic trading and APIs, and the ability to work cross-functionally with Product, Engineering, Operations, Compliance, and Marketing to deliver scalable institutional solutions.
Key Responsibilities:
Business Strategy & Growth
- Develop and execute the institutional and API business strategy aligned with the company's overall growth objectives.
- Define business priorities, go-to-market plans, and commercial initiatives to drive sustainable revenue growth.
- Identify new business opportunities, market expansion strategies, and strategic partnerships.
Institutional and API Business Development
- Acquire, onboard, and manage relationships with institutional clients, including market makers, hedge funds, asset managers, proprietary trading firms, brokers, fintech companies, and enterprise partners.
- Lead commercial negotiations, partnership agreements, and strategic alliances.
- Drive adoption of BitMart's API products (REST, WebSocket, FIX where applicable) and expand the ecosystem of API users and integrations.
- Work closely with Product and Engineering to enhance API capabilities based on client requirements and market trends.
Institutional Product Strategy
- Gather market intelligence and customer feedback to influence institutional product development.
- Collaborate with Product teams to improve institutional trading features, account structures, settlement processes, reporting, and risk controls.
- Recommend new institutional offerings based on competitive analysis and client needs.
Revenue and Growth Management
- Own institutional revenue, trading volume, and client acquisition targets.
- Develop quarterly and annual business plans.
- Monitor pipeline health, conversion rates, and client retention.
- Analyze business performance and present insights to senior management.
Team Leadership
- Build, mentor, and manage the Institutional & API team.
- Set sales targets, KPIs, and business development strategies.
- Coach team members on institutional sales techniques and relationship management.
- Foster a high-performance, client-focused culture.
Cross-functional Collaboration
- Partner with Compliance and Legal to ensure institutional onboarding meets regulatory requirements.
- Coordinate with operations to deliver high-quality client support.
- Work closely with Marketing on institutional campaigns, webinars, and events.
- Collaborate with Engineering to prioritize API enhancements and resolve technical issues.
Market Intelligence
- Stay informed on market trends, competitor strategies, and institutional client needs.
- Identify new growth opportunities and continuously improve BitMart's institutional business capabilities.
Qualifications
Education
- Bachelor's degree in Business, Finance, Economics, Computer Science, or a related field.
- MBA or relevant postgraduate qualification is a plus.
Experience
- 8–12+ years of experience in institutional sales, business development, capital markets, fintech, or cryptocurrency.
- 5+ years in a leadership or management role.
- Proven experience managing institutional clients.
- Strong understanding of crypto markets, digital assets, or electronic trading platforms.
- Experience with API products and trading infrastructure is highly preferred.
Candidates outside the U.S. are welcome to apply.