As an OTC Sales Development Representative, you will be responsible for sourcing new OTC opportunities, qualifying demand, and driving deals from first contact through to active trading on our OTC desk.

This is a sales-heavy role. You’ll be expected to prospect aggressively, build your own pipeline, and convert leads into trading clients on our spot platform and OTC desk. While you’ll maintain relationships to support repeat business, the core focus is on opening new accounts and generating volume.

This role is ideal for someone who wants hands-on exposure to institutional crypto trading, with a clear path toward senior sales responsibilities.

Responsibilities

Prospecting & Pipeline Development

• Identify, engage, and qualify potential OTC clients across assigned regions and channels, including institutional accounts, trading firms, family offices, and high-net-worth individuals.
• Build and manage a healthy sales pipeline through cold outreach, referrals, industry events, and market research.
• Conduct initial discovery to understand client background, trading needs, settlement preferences, and volume potential.
• Move qualified opportunities through the sales cycle with urgency and commercial focus.
• Own and consistently achieve weekly, monthly, and quarterly sales targets for outreach activity, qualified leads, and new client conversions.

Deal Execution & Client Conversion

• Drive new clients from first conversation to onboarding and first trade on the OTC desk.
• Handle objections, negotiate terms, and close deals with a sense of urgency — speed matters in OTC.
• Coordinate with the Institutional Sales team on larger or more complex engagements, supporting handovers and early-stage deal support.
• Maintain accurate records in CRM and internal systems, tracking pipeline health and activity against targets.

Client Engagement & Volume Growth

• Stay close to active clients to encourage repeat trading and grow OTC volumes on the desk.
• Proactively re-engage dormant or low-activity accounts to reactivate trading and recover lost volume.
• Educate clients on the capabilities of our spot platform and OTC desk to maximize usage and stickiness.
• Feed market intelligence, client feedback, and competitive insights back to the team to sharpen our positioning.

Internal Collaboration

• Collaborate with compliance, operations, and onboarding teams to ensure smooth progression from lead to active client.
• Work closely with the Institutional Sales team to align on strategy, share learnings, and support broader business development initiatives.

Requirements

• 1–3 years of experience in sales development, business development, or a client-facing role within crypto, fintech, payments, or financial services.
• Proven ability to prospect, generate leads, and move opportunities through a sales pipeline.
• Track record of meeting or exceeding sales targets and KPIs.
• Strong communication skills and commercial awareness — comfortable speaking with professional and institutional clients.
• Resilient and persistent — you handle rejection well and keep dialing.
• Detail-oriented, organized, and reliable with CRM and follow-up discipline.
• Motivated, competitive, and eager to hit targets in a fast-paced environment.

• Are you interested in this position?

   

  Apply by clicking on the “Apply Now” button below!

   

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