Senior Institutional Sales Associate

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Coinbase

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Crypto • Finance • Fintech

Coinbase is a leading cryptocurrency exchange platform that allows individuals and institutions to buy, sell, and trade various crypto assets such as Bitcoin and Ethereum. The company offers advanced trading tools, institutional solutions, and a self-hosted wallet for storing and managing cryptocurrencies. With a strong focus on security and transparency, Coinbase provides a trusted platform used by millions globally. It supports various features including staking, earning rewards, and spending crypto through their cards. Additionally, Coinbase provides developer tools and APIs for building onchain applications, making it a comprehensive hub for engaging in the crypto economy.

1001 - 5000 employees

Founded 2012

₿ Crypto

💸 Finance

💳 Fintech

💰 $21.4M Post-IPO Equity on 2022-11

📋 Description

• Own full‑cycle enterprise and VIP sales across Coinbase’s institutional suite (Prime, custody, derivatives, financing, staking), including multi‑threaded stakeholder mapping, solution design, negotiation, close, and post‑sale growth plans. You operate with high independence and minimal day‑to‑day instruction. • Build and execute segment/territory strategy (e.g., hedge funds, asset managers, corporates, family offices) with clear pipeline creation plans, rigorous qualification, and forecast accuracy that ties directly to team goals and outcomes. • Lead complex, cross‑functional deal execution with Legal, Compliance, Risk, Product, Operations, and Marketing to remove blockers, tailor solutions (including derivatives/structured offerings), and ensure compliant, timely delivery for clients. • Grow existing relationships and share of wallet by diagnosing needs, advising on market structure and product fit, and driving cross‑sell/upsell motions across the institutional product portfolio. • Translate market intelligence into action by packaging competitive insights, regulatory trends, and client feedback into clear recommendations for Product, GTM, and leadership; influence roadmap priorities where appropriate. • Represent Coinbase externally at targeted industry events, client workshops, and executive briefings; deliver compelling narratives that educate sophisticated audiences on Coinbase’s value proposition. • Elevate the team by mentoring IC4s (deal reviews, objection handling, pipeline hygiene), co‑creating repeatable playbooks, and raising the bar on clear communication, forecasting discipline, and client experience. • Design and improve sales process—identify friction, implement fixes, and partner with Operations/RevOps on CRM best practices, data quality, and scalable cadences; own the accuracy of your pipeline and forecasts.

🎯 Requirements

• 5–7+ years in institutional or enterprise sales at a tier‑1 crypto exchange, FCM/IB, prime broker, investment bank, or fintech selling complex financial/crypto solutions; consistent attainment against meaningful quotas and KPIs at senior IC level. • Proven success managing and growing a portfolio of institutional or VIP clients (e.g., hedge funds, HNW/UHNW, asset managers, corporates) through multi‑product advisory and structured dealmaking. • Strong command of Coinbase’s institutional‑grade offerings and adjacent concepts (Prime/custody, derivatives, financing and capital efficiency, staking), with the ability to translate complex crypto and market structure topics for sophisticated buyers. • Demonstrated ability to operate with minimal instruction, create new analyses/approaches for ambiguous problems, and deliver on outcomes with significant impact to team goals. • Track record leading deal workstreams and initiatives with Product, Legal, Compliance, Risk, and Operations; able to influence decision‑makers and navigate regulated contexts effectively. • Executive‑caliber written and verbal communication; clear, succinct narratives; excellent objection handling; strong meeting facilitation across senior stakeholders. • Proficiency with CRM (e.g., Salesforce) and revenue tooling; disciplined pipeline management and forecast accuracy; strong analytical approach to account planning and whitespace identification. • Owner mentality, bias for action, comfort with ambiguity, and passion for crypto and Coinbase’s mission. • Bachelor’s degree in Business, Finance, Economics, or related field (or equivalent experience).

🏖️ Benefits

• Full time offers from Coinbase include bonus eligibility + equity eligibility + benefits (including medical, dental, vision and 401(k)).