Institutional Sales Lead

The role involves expanding the network of institutional allocators and liquidity providers, developing relationships, and managing the complete relationship lifecycle from initial engagement to long-term account growth.

Key Responsibilities

• Develop and execute Exponent's strategy for attracting and retaining institutional and crypto-native liquidity.
• Build and manage a pipeline of funds, family offices, market makers, treasuries, high-net worth individuals and other professional capital providers.
• Own the complete relationship lifecycle, from sourcing and initial discussions through diligence, onboarding, deployment and expansion.
• Develop a detailed understanding of each prospective client's mandate, risk limits, liquidity needs and operational requirements.
• Present Exponent's products, risk framework and portfolio opportunities clearly to sophisticated counterparties.
• Coordinate with product, risk, and operations teams to resolve onboarding requirements and improve conversion.
• Travel to meet key stakeholders in person to increase onboarding conversion and retention.
• Represent Exponent at relevant conferences, meetings and industry events.
• Maintain a regular capital markets newsletter to keep the network of capital allocators informed about new opportunities on the platform and their associated incentive programs.
• Help build the processes and, over time, the team required to scale Exponent's institutional coverage.

Qualifications & Requirements

• DeFi
• Crypto