At a Glance
- Tasks: Lead partnerships with VIP institutions and drive revenue growth in the crypto space.
- Company: Join OKX, a leading crypto exchange reshaping the future of finance.
- Benefits: Enjoy learning opportunities, team events, and a supportive work culture.
- Other info: Remote work available with excellent career advancement potential.
- Why this job: Make a real impact in the crypto industry while expanding your professional network.
- Qualifications: 10+ years in business development with a strong institutional network.
The predicted salary is between 80000 - 100000 £ per year.
Who We Are
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 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.
About the Opportunity
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 Be Doing
- 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 – on a global level.
- 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.
What We Look For In You
- 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 Haves
- 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
Benefits
- Learning & Development programs and education subsidy for employees' growth and development
- Various team building programs and company events
Equal Employment Opportunity Statement
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.
Head of Strategic Institutions in London employer: OKX
At OKX, we pride ourselves on being a forward-thinking employer that champions innovation and collaboration in the rapidly evolving crypto landscape. Our commitment to employee growth is reflected in our comprehensive learning and development programmes, alongside a vibrant work culture that values diversity and teamwork. With a global presence and a focus on meaningful partnerships, joining OKX means being part of a dynamic team dedicated to reshaping the future of finance while enjoying unique opportunities for professional advancement.
StudySmarter Expert Advice🤫
We think this is how you could land Head of Strategic Institutions in London
✨Tip Number 1
Network like a pro! Get out there and connect with people in the crypto and finance sectors. Attend industry events, webinars, and meetups to expand your circle. Remember, your network is your net worth!
✨Tip Number 2
Showcase your expertise! Create content that highlights your knowledge of crypto products and institutional needs. Whether it's a blog post or a LinkedIn article, let potential employers see your insights and thought leadership.
✨Tip Number 3
Prepare for those interviews! Research OKX thoroughly and understand their market position. Be ready to discuss how you can contribute to their goals and bring value to their institutional clients.
✨Tip Number 4
Apply directly through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re genuinely interested in being part of the OKX team.
We think you need these skills to ace Head of Strategic Institutions in London
Some tips for your application 🫡
Show Off Your Network:When you're applying, make sure to highlight your connections with C-suite decision-makers in the financial sector. We want to see how your network can help us grow and expand our reach in the crypto world.
Be Specific About Your Achievements:Don’t just list your responsibilities; tell us about the deals you've closed and the partnerships you've built. We love numbers, so if you can quantify your success, even better!
Demonstrate Your Crypto Knowledge:We’re looking for someone who knows their stuff when it comes to crypto products and regulations. Make sure to weave in your understanding of custody models and trading infrastructure in your application.
Apply Through Our Website:To ensure your application gets the attention it deserves, please apply directly through our official careers website. This way, we can keep track of your application and get back to you faster!
How to prepare for a job interview at OKX
✨Know Your Network
Before the interview, take some time to map out your existing relationships with C-suite decision-makers in banks and asset managers. Be ready to discuss how these connections can benefit OKX and how you plan to expand this network further.
✨Master the Product Knowledge
Brush up on your understanding of crypto products, custody models, and regulatory frameworks. You should be able to discuss these topics fluently without needing to refer to notes. This will show that you’re not just familiar with the industry but are also a credible partner for institutional clients.
✨Prepare for Deal Structuring
Think about past deals you've closed and be prepared to discuss your approach to structuring partnerships. Highlight your negotiation skills and how you’ve successfully navigated complex agreements in the past, especially with long-cycle bank partnerships.
✨Articulate OKX’s Value Proposition
Be ready to explain how you would position OKX in the institutional market. Prepare examples of how you would shape the narrative around OKX’s offerings and how you would advocate for the company’s regulatory standing to potential clients.
