About the role

Aplyr's Quick Take

This role is about securing partnerships with institutional clients in the digital asset space. You'll manage the sales process from outreach to contract negotiation, while also coordinating with internal teams for client onboarding. It's primarily an individual contributor role focused on business development.

Good fit

Ideal candidates have a strong background in business development or sales, particularly in finance or tech, and are comfortable negotiating complex deals. Experience with institutional clients and a proactive, relationship-driven approach will help you thrive here.

Worth noting

The role involves representing the company at major industry events, which could be a great networking opportunity. However, the emphasis on compliance and risk management suggests a high-stakes environment that may not suit everyone.

As an Institutional BD Manager, you will be responsible for driving the adoption of our platform/protocol among institutional players. Your goal is to secure high-value partnerships with hedge funds, market makers, asset managers, and corporate treasuries, facilitating their entry into the digital asset ecosystem through our infrastructure.

Key Responsibilities

1. Institutional Pipeline Management

Identify and engage with institutional prospects, including Tier-1 and Tier-2 market makers, VC firms, OTC desks, and family offices.
Lead the entire sales process from initial cold outreach and high-level presentations to complex contract negotiations and closing.
Coordinate with Legal, Compliance, and Operations teams to ensure a smooth KYC/KYB and technical onboarding process for institutional clients.

2. Strategic Partnerships & Liquidity

Negotiate and structure deals that increase on-platform liquidity, TVL (Total Value Locked), or trading volume.
Identify opportunities for API integrations and sub-custody solutions for traditional financial (TradFi) institutions.
Develop and manage "VIP" tiers, ensuring institutional clients receive competitive fee structures and bespoke support.

3. Product & Market Advocacy

Act as the "voice of the customer" for institutional needs, relaying feedback to the Product and Engineering teams to improve API stability, security features, and reporting tools.
Represent the firm at global institutional summits (e.g., Token2049, Blockworks Digital Asset Summit) to build a high-trust network.

4. Compliance & Risk Mitigation

Stay updated on global crypto regulations (e.g., MiCA, VASP requirements, SEC/CFTC shifts) to ensure all BD activities are compliant.
Work closely with the Risk department to assess the creditworthiness and reputational standing of potential institutional partners.

Required Skills & Qualifications

2–5 years in Business Development, Institutional Sales, or Account Management within Fintech, Prime Brokerage, or Web3 Infrastructure.
Strong understanding of traditional finance (TradFi) instruments—derivatives, spot trading, lending, and settlement—and how they translate to DeFi/Web3.
Ability to discuss technical specifications, including REST/FIX APIs, MPC (Multi-Party Computation) wallet security, and smart contract audits.
Sophisticated verbal and written communication skills suitable for C-suite and Investment Committee presentations.
A Bachelor’s degree in Finance, Economics, Business, or a related field (or equivalent practical experience in the crypto markets).

Preferred Qualifications

A warm network of contacts within the crypto institutional space (Market Makers, Funds, or Custodians).
Proficiency in a second language relevant to global financial hubs (e.g., Mandarin for the APAC corridor).
Experience explaining complex DeFi concepts (Liquid Staking, RWA Tokenization) to traditional investors.

Skills & Tags

node go rust ai data product sales

Aplyr's read

Hyphen Connect is a tech innovator in connectivity solutions, employing diverse roles from risk management to marketing, with a strong focus on Mandarin speakers.
Synthesized from recent postings & public sources

What's promising

•Hyphen Connect is at the forefront of connectivity technology innovation.
•The company offers diverse roles, from risk management to tech consultancy.
•Opportunities for Mandarin speakers are abundant, indicating a focus on Asian markets.

What to watch

•High demand for Mandarin speakers may limit opportunities for non-speakers.
•The company appears to have a high turnover in compliance roles.
•Limited public information about company culture and work-life balance.

Why Hyphen Connect

•Hyphen Connect bridges traditional and decentralized finance roles.
•The company emphasizes roles in both tech and financial compliance sectors.
•Focus on Mandarin-speaking roles suggests strategic alignment with Asian markets.

Aplyr’s read is generated by AI from public sources. Was it useful?