Director, Institutional Sales

November 12

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Kraken Digital Asset Exchange

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Crypto • Finance • Fintech

Kraken Digital Asset Exchange is a cryptocurrency platform that facilitates the buying and selling of over 200 cryptocurrencies, including Bitcoin, Ethereum, and many others. Founded in 2011, Kraken provides a comprehensive suite of features for both beginner and advanced traders, such as advanced trading interfaces and margin trading. The platform emphasizes industry-leading security, deep liquidity, and 24/7 customer support, making it a trusted choice for users worldwide. Kraken caters to individual investors as well as institutional clients, offering services like OTC trading and custody. The company is committed to transparency with its proof of reserves and mission-driven values. Kraken operates globally, supporting clients in over 190 countries, with a quarterly trading volume exceeding $207 billion. However, users are advised of the high risk of crypto investments and the lack of regulation in some jurisdictions.

1001 - 5000 employees

Founded 2011

₿ Crypto

💸 Finance

💳 Fintech

📋 Description

• Own the commercial strategy for VIP and institutional sales in EMEA including OTC, Prime, Custody, and Exchange services. • Manage and mentor a high performing sales team, ensuring strong pipeline development, efficient deal execution, and high touch client engagement. • Work cross functionally with marketing, operations, product, and compliance to align on go to market strategy and business goals. • Develop and execute tailored approaches for hedge funds, proprietary trading firms, banks, broker dealers, family offices, and asset managers. Structure complex deals and negotiate custom fee schedules, margin arrangements, and incentive packages. • Represent Kraken at key industry events, conferences, and webinars. Lead sponsorship and partnership opportunities that enhance brand trust with institutional audiences. • Work closely with our marketing team to ensure we are telling a consistent and compelling story that resonates with institutional clients. • Partner with Product and Customer Success teams to ensure a seamless end to end client experience, from onboarding to trading support and ongoing relationship management. • Identify opportunities to upsell and cross sell products that help our clients grow their business and deepen their relationship with Kraken. • Collaborate with internal teams to improve tooling, CRM workflows, and data visibility that help the sales team stay sharp and efficient. • Ensure the team has access to the resources and analytics they need to succeed and work to continuously improve how we operate. • Build and track commercial KPIs such as revenue performance, customer acquisition cost, lifetime value, and churn. • Leverage analytics and insights to refine sales strategy, understand customer behavior, and identify opportunities for growth.

🎯 Requirements

• Proven leader: experience leading high performing teams, mentoring talent, and cultivating a culture of accountability and collaboration • Strong commercial instincts: understands how to structure complex deals, navigate client relationships, and drive revenue growth in a fast moving, regulated industry • Data driven operator: comfortable using analytics to guide decisions, optimize resources, and measure impact • Relationship builder: strong interpersonal skills and a client first approach, with the ability to build trust and long term partnerships • Adaptable and agile: thrives in ambiguity and is not afraid to pivot or try new approaches when the market shifts

🏖️ Benefits

• Health insurance • 401(k) matching • Flexible work hours • Paid time off • Remote work options