**Institutional Sales Associate**

Job description

Tasks

• Prospecting & Lead Qualification:
  • Conducting targeted research to identify high-potential prospects in various segments (institutions, companies, blockchain foundations, hedge funds, family offices) and on the sell side (high-quality ISVs).
• Sales Presentation & Pipeline Management:
  • Handling all phases of the sales cycle, including preparing presentations, proposals, and client-related materials.
  • Scheduling and coordinating client meetings, managing follow-ups, and ensuring clear, timely communication throughout the pipeline process.
• Product knowledge:
  • Develop a deep understanding of the company's diverse product portfolio (e.g., custody, tokenization, trading, financing, staking, derivatives).
  • Communicating complex crypto and digital asset concepts in a clear, compelling way to both technical and non-technical audiences.
• CRM accuracy & reporting:
  • Maintain complete, timely, and accurate records of sales activities, client interactions, and pipeline stages using CRM tools (e.g., Salesforce).
  • Support for reporting and forecasting with reliable data entry and pipeline updates.
• Customer relationship management:
  • Maintaining ongoing relationships with existing clients, processing inquiries, and identifying opportunities for cross-selling or up-selling.
  • Collaborate with senior team members to ensure client satisfaction and long-term retention.
• Market intelligence:
  • Information about trends in the crypto industry, market dynamics, competitors, and regulatory developments.
  • Sharing valuable market insights with product, marketing, and leadership teams to influence strategy and product development.
• Cross-functional collaboration:
  • Partner with product, marketing, legal, and operations teams to deliver a consistent, high-quality client experience.
  • Support in executing go-to-market initiatives and client onboarding processes.
• Process improvement:
  • Identification of inefficiencies in the sales process and proposal of solutions to improve workflows/efficiency and enhance the overall customer journey.

Requirements

• Bachelor's degree in finance, business administration, economics, technology, or a related field.
• 2-5 years of experience in sales, business development, or client-facing roles, ideally in financial services, fintech, or digital assets.
• Solid understanding of blockchain technology, cryptocurrencies, and the broader digital asset ecosystem (custody, trading, tokenization, staking, derivatives, etc.).
• Excellent communication skills with the ability to simplify and articulate complex technical concepts.
• Proven ability to manage multiple prospects, prioritize tasks, and maintain a high level of attention to detail.
• Experience with CRM systems (e.g., Salesforce) to track pipeline activities and client interactions.
• Proven ability to conduct research, identify opportunities, and initiate effective outreach activities.
• High level of professionalism, responsiveness, and customer-oriented mindset.
• Fluent English language skills; fluent German or French language skills are a strong plus.