Blockchain2mo ago

Institutional Sales Manager

Nigeriamid

SalesInstitutional Sales Manager

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Quick Summary

Key Responsibilities

Source, identify, and qualify prospective accounts, mapping key stakeholders and understanding their business objectives. Lead the end-to-end sales cycle with prospective institutional clients,

Technical Tools

SalesInstitutional Sales Manager

Responsibilities

~2 min read

→Develop and execute a client segmentation and acquisition strategy focused on institutional opportunities across Nigeria:

→Source, identify, and qualify prospective accounts, mapping key stakeholders and understanding their business objectives.
→Lead the end-to-end sales cycle with prospective institutional clients, from prospecting and initial engagement through contract negotiation and closing.
→Maintain and refresh client engagement by delivering market updates, product education, and strategic insights to clients in collaboration with internal trading desks.
→Drive institutional client onboarding, expansion, and account growth

→Manage a portfolio of institutional clients across African markets and act as the primary point of contact for engagement, escalations, and strategic discussions
→Build trusted relationships with senior stakeholders and develop a deep understanding of client business models, transaction patterns, and growth priorities
→Identify and drive opportunities to expand product usage across trading, custody, payments, and on/off-ramps
→Support commercial discussions, including pricing, fee structures, and service terms
→Coordinate with Operations, Compliance, Risk, and Engineering to resolve client issues and remove blockers
→Monitor account activity and proactively flag risks, declining engagement, or operational concerns
→Represent institutional client needs internally and contribute to improvements in service delivery
→Provide market-level insights on institutional customer needs, competitive trends, and regional dynamics, helping shape service standards and SLAs

Responsibilities

~1 min read

→5+ years of experience in institutional relationship management, client success, or enterprise sales
→Background in crypto, fintech, payments, banking, capital markets, or trading
→Experience working with African financial markets, either regionally or within a specific country
→Demonstrated experience managing an existing portfolio of institutional clients, with a track record of retention and growth
→Strong commercial judgment and ability to manage complex, high-value relationships
→Clear, confident communication skills and comfort engaging senior stakeholders
→Highly organized, detail-oriented, and able to manage multiple accounts simultaneously
→Experience supporting institutional financial products such as custody, OTC, liquidity, or settlement services
→Familiarity with regulatory and compliance environments in African markets
→Ability to work across time zones and collaborate with global teams