Head of Institutional Sales, itBit

New York, NY


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 bitcoin trading professionals. In addition to New York City, itBit has an office and operational teams based in  Singapore.

We pride ourselves on a very high hiring bar which is why instead of a standard job description, we think of our roles first and foremost in terms of the outcomes they are meant to achieve over a defined timeframe. Outcomes are meaningful work products that have a significant impact on the team and the business. We also have a strong point of view on how someone in that role could succeed in achieving those outcomes and eventually at itBit. This is why you will see a section below on how to achieve outcomes which is where we take the Operating System of itBit - our culture - and make it relevant to this role. We hope you will enjoy reading this as much as we enjoyed writing it.


  • Grow the revenue base in the itBit Institutional Client Group by initiating, developing and fostering new institutional client relationships for the itBit digital currency exchange, OTC agency trading desk, and digital assets custody services
  • Deepen existing institutional relationships by proposing products and services commonly found in traditional financial services markets that would differentiate itBit from other cryptocurrency 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 cryptocurrency 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 cryptocurrency participants. cryptocurrency / digital assets 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)


  • 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

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