about the company.
The company is a pioneering Asia-based digital asset custodian established over 5 years ago. It has rapidly become a global leader in the institutional digital asset markets, earning the trust of over 300 asset managers, funds, exchanges, and Web 2 companies. With a proven track record, including over USD 3 billion in assets under custody and a flawless zero-incident history since inception, the organisation provides secure and innovative institutional-grade custody solutions for the evolving digital finance landscape.
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about the team.
The successful candidate will join a highly focused, experienced, and successful team dedicated to expanding the custody business and managing institutional relationships. This is a high-visibility role, as the Business Development Lead reports directly to the CEO of the Custody business, ensuring direct input into strategy and decision-making. The company culture is friendly and lean, meaning it avoids over-hiring, which provides ample opportunity and support for high-performing sales professionals to achieve significant impact and generous performance-based incentives.
about the job.
This high-stakes role requires a motivated individual to drive the institutional client acquisition strategy in Hong Kong. The Manager is tasked with aggressively growing the firm's client base of professional entities, including digital asset exchanges, investment managers, and corporate treasuries. Success in this role demands a persistent, solution-oriented approach to navigating and closing complex, long-duration sales cycles within the financial technology sector.
Key responsibilities include:
Spearheading regional sales and market penetration initiatives in Hong Kong, focusing on net-new client acquisition and strategic account management for established partnerships.
Functioning as a key market specialist, contributing to the enhancement of the firm's product offerings by synthesising client needs and industry feedback into actionable product development advice.
Managing all phases of the client life cycle, from due diligence and legal documentation (e.g., executing client agreements and necessary administrative forms) to leading comprehensive platform training sessions.
Analysing financial performance by compiling and interpreting quarterly sales metrics to provide strategic insights into market trends and business progress.
Providing essential support for regulatory submissions and staying ahead of all pertinent developments and shifts within the global digital finance ecosystem.
skills & experiences required.
A minimum of two years of business development or institutional sales experience in the digital finance, blockchain, or cryptocurrency sectors. Candidates from traditional finance or FinTech must possess demonstrable, in-depth knowledge of digital assets and distributed ledger technology.
Demonstrated ability to originate new business and cultivate productive, lasting relationships with major institutional stakeholders (e.g., banks, wealth managers, exchanges, corporate entities).
A proven history of meeting or exceeding quantifiable targets related to revenue generation, client on-boarding efficiency, and market expansion.
Exceptional ability to manage complex negotiations, maintain high professional standards under pressure, and collaborate effectively across internal teams.
The capacity to operate with a high degree of autonomy, a strong commitment to client service, and an innovative approach to solving business challenges.
Essential Language Competency: Fluency in English & Cantonese, with Mandarin fluency being an advantage
