Head of Institutional Sales, itBit

New York, NY

ABOUT ITBIT

itBit is a global exchange and custodian offering institutional and retail investors a regulated platform to buy, sell and hold crypto assets. In 2015, itBit obtained a New York State trust company charter and became the first regulated Bitcoin exchange in the U.S. As a regulated financial services company based in New York City, itBit is focused on meeting the sophisticated needs of institutions, active traders and other crypto asset trading professionals. In addition to New York City, itBit has an office and operational teams based in  Singapore.

We hold ourselves to a very high hiring bar. To achieve this, we think of roles first and foremost as outcomes to be achieved, not simply a description of responsibilities. We have developed what we call a ‘Success Profile’ for this role, which has two sections:

  • Outcomes: Meaningful and measurable work products that have a significant impact on the team and business over a defined timeframe
  • How to Achieve Outcomes: We have a strong point of view on how this role will succeed in achieving outcomes at itBit. So, we have taken the Operating System of itBit - our values - and made it relevant to this role.

 

OUTCOMES

  • Grow the revenue base in the itBit Institutional Client Group by initiating, developing and fostering new institutional client relationships for the itBit crypto asset exchange, OTC agency trading desk, custody, and escrow services 

  • Deepen existing institutional relationships by proposing products and services commonly found in traditional financial services markets that would differentiate itBit from other crypto asset capital markets infrastructure participants. Success is measured by the ability to develop and execute a replicable playbook which has clear, documented methods to hit key revenue/adoption metrics?

  • Increase itBit’s public presence and engagement by facilitating and participating in crypto asset conferences, press events, and industry round-tables. Success is measured by volume of itBit mentions in industry forums and engagement level in trade/association events.

  • Represent the voice of the customer to the itBit team and develop a deep understanding of institutional client needs through a strong network of relationships across a wide variety of financial institutions, asset managers, trading firms, and other market participants ranging from boutique to bulge bracket in size. Success is measured by the ability to translate these insights to scalable, trackable and reportable customer success metrics for the future.


HOW TO ACHIEVE THE OUTCOMES

Technical Acumen Required

  • Strong financial services (e.g., trading firms, asset management) industry expertise with the ability to effectively communicate with institutional customers in traditional financial service firms and tech-driven crypto asset participants. Crypto asset experience or expertise is beneficial.

 

Commitment to Excellence:

  • Ability to manage institutional client relationships in a fast paced environment and drive growth in trading and custody revenue across all services on the exchange platform 

  • Employs managerial skills to work with both the business and the technology department to develop innovative trading products and differentiated institutional relationships

  • Strong track record of advocating for the customer experience and making the necessary changes in - product, organization, service levels etc. - to achieve customer success

 

Search for the Truth:

  • Display a level of comfort and willingness to research topics that you are unfamiliar with in the Exchange space in search of opinions or points of view that are not necessarily intuitive but can help solve a key problem

  • Effectively evangelize unconventional solutions to hard problems that will help the business achieve a key outcome 

 

Respect Everyone:

  • Ability to build deep trust with every stakeholder in every project that you are on. Do this by developing a deep understanding and appreciation for their role and have an informed point of view about the value they bring to your projects

  • Ability to disagree with team members and project stakeholders without destroying the trust you have built with them. Do this by consistently articulating POVs or disagreements based on outcomes and with data points (qualitative or quantitative)

 

Self-Managing:

  • Independently drive decisions that will move the team closer to achieving milestones. Anticipate obstacles early and propose solutions to overcome blocking items for the business


ITBIT IS AN EQUAL OPPORTUNITY EMPLOYER. IT DOES NOT DISCRIMINATE ON THE BASIS OF SEX, AGE, COLOR, RACE RELIGION, MARITAL STATUS, NATIONAL ORIGIN, ANCESTRY, SEXUAL ORIENTATION, PHYSICAL AND MENTAL DISABILITY, MEDICAL CONDITION, GENETIC INFORMATION, VETERAN STATUS OR ANY OTHER BASIS PROTECTED BY FEDERAL, STATE OR LOCAL LAW.


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