Lead institutional growth in the Middle East and Africa by building strategic relationships with financial institutions and driving adoption of advanced digital asset solutions. As the Regional Institutional Manager, you'll play a central role in expanding market presence through stablecoin issuance, cross-border settlement, and integrated financial services tailored to treasury clients.
Key Responsibilities
- Develop and manage high-value client relationships within banks, payment providers, and clearing networks
- Design and execute account strategies that grow revenue and deepen wallet share across custody, staking, brokerage, and self-custody platforms
- Negotiate complex, multi-product agreements aligned with client objectives and technical requirements
- Act as primary advisor to treasury teams, understanding their strategic goals and operational challenges
- Drive deal execution from initial outreach to contract closure, ensuring alignment across legal, compliance, and product teams
- Represent the company at industry events and through client engagements to strengthen brand visibility
- Provide structured feedback to product teams to shape roadmap development based on regional market needs
- Maintain accurate forecasting and pipeline tracking using CRM tools
Qualifications
Candidates should bring direct experience in financial services—ideally within banking, payments, or regulated fintech environments. A strong grasp of stablecoin mechanics and blockchain infrastructure is essential, along with a demonstrated ability to sell into institutional clients. Fluency in English is required, and experience managing B2B sales cycles in emerging markets is highly valued.
Preferred candidates will have over eight years in institutional sales or relationship management, a history of exceeding targets, and an established network in the region’s financial sector. Familiarity with digital assets, custody systems, and settlement infrastructure will support success in this autonomous role.
Environment & Impact
This position operates within a collaborative, forward-thinking culture focused on building the next generation of financial infrastructure. The company promotes inclusion, respects diverse perspectives, and supports employees in bringing their full selves to work. You’ll work closely with cross-functional teams to solve complex challenges and deliver innovative solutions to sophisticated clients.
Backed by leading global institutions, the organization is positioned at the forefront of digital finance transformation—offering a unique opportunity to shape the evolution of money and financial services across high-growth markets.
