Senior Institutional Sales Associate
Coinbase
Senior Institutional Sales Associate
Job Description
Responsibilities
- Own full-cycle enterprise and VIP sales across Coinbase’s institutional suite (Prime, custody, derivatives, financing, staking), including multi-threaded stakeholder mapping, solution design, negotiation, close, and post-sale growth plans. You operate with high independence and minimal day-to-day instruction.
- Build and execute segment/territory strategy (e.g., hedge funds, asset managers, corporates, family offices) with clear pipeline creation plans, rigorous qualification, and forecast accuracy that ties directly to team goals and outcomes.
- Lead complex, cross-functional deal execution with Legal, Compliance, Risk, Product, Operations, and Marketing to remove blockers, tailor solutions (including derivatives/structured offerings), and ensure compliant, timely delivery for clients.
- Grow existing relationships and share of wallet by diagnosing needs, advising on market structure and product fit, and driving cross-sell/upsell motions across the institutional product portfolio.
- Translate market intelligence into action by packaging competitive insights, regulatory trends, and client feedback into clear recommendations for Product, GTM, and leadership; influence roadmap priorities where appropriate.
- Represent Coinbase externally at targeted industry events, client workshops, and executive briefings; deliver compelling narratives that educate sophisticated audiences on Coinbase’s value proposition.
- Elevate the team by mentoring IC4s (deal reviews, objection handling, pipeline hygiene), co-creating repeatable playbooks, and raising the bar on clear communication, forecasting discipline, and client experience.
- Design and improve sales process—identify friction, implement fixes, and partner with Operations/RevOps on CRM best practices, data quality, and scalable cadences; own the accuracy of your pipeline and forecasts.
Required Qualifications
- 5–7+ years in institutional or enterprise sales at a tier-1 crypto exchange, FCM/IB, prime broker, investment bank, or fintech selling complex financial/crypto solutions; consistent attainment against meaningful quotas and KPIs at senior IC level.
- Proven success managing and growing a portfolio of institutional or VIP clients (e.g., hedge funds, HNW/UHNW, asset managers, corporates) through multi-product advisory and structured dealmaking.
- Strong command of Coinbase’s institutional-grade offerings and adjacent concepts (Prime/custody, derivatives, financing and capital efficiency, staking), with the ability to translate complex crypto and market structure topics for sophisticated buyers.
- Demonstrated ability to operate with minimal instruction, create new analyses/approaches for ambiguous problems, and deliver on outcomes with significant impact to team goals.
- Track record leading deal workstreams and initiatives with Product, Legal, Compliance, Risk, and Operations; able to influence decision-makers and navigate regulated contexts effectively.
- Executive-caliber written and verbal communication; clear, succinct narratives; excellent objection handling; strong meeting facilitation across senior stakeholders.
- Proficiency with CRM (e.g., Salesforce) and revenue tooling; disciplined pipeline management and forecast accuracy; strong analytical approach to account planning and whitespace identification.
- Owner mentality, bias for action, comfort with ambiguity, and passion for crypto and Coinbase’s mission.
- Bachelor’s degree in Business, Finance, Economics, or related field (or equivalent experience).
Preferred Qualifications
- Existing relationships with targeted institutional/VIP segments or market makers
- Experience with derivatives sales/trading or structuring; familiarity with financing, collateral/margining, and risk frameworks
- Public-facing brand building (panels, thought leadership) and event-driven client acquisition
- Fluency in additional languages relevant to coverage regions
- Series 3
Required Skills
- Institutional or enterprise sales experience
- Managing and growing client portfolios
- Knowledge of institutional-grade crypto products (Prime, custody, derivatives, financing, staking)
- Cross-functional leadership
- Executive communication and objection handling
- CRM proficiency (e.g., Salesforce)
- Analytical approach to account planning
- Owner mentality and bias for action
- Passion for crypto
Benefits
- Bonus eligibility
- Equity eligibility
- Benefits (including medical, dental, vision and 401(k))
Salary Range
$195670 - $230200 USD
Locations
- US Zone 1 (Job Requisitions Only), United States (Remote)
Salary
195,670 - 230,200 USD / yearly
Skills Required
- Institutional or enterprise sales experienceintermediate
- Managing and growing client portfoliosintermediate
- Knowledge of institutional-grade crypto products (Prime, custody, derivatives, financing, staking)intermediate
- Cross-functional leadershipintermediate
- Executive communication and objection handlingintermediate
- CRM proficiency (e.g., Salesforce)intermediate
- Analytical approach to account planningintermediate
- Owner mentality and bias for actionintermediate
- Passion for cryptointermediate
Required Qualifications
- 5–7+ years in institutional or enterprise sales at a tier-1 crypto exchange, FCM/IB, prime broker, investment bank, or fintech selling complex financial/crypto solutions; consistent attainment against meaningful quotas and KPIs at senior IC level. (experience)
- Proven success managing and growing a portfolio of institutional or VIP clients (e.g., hedge funds, HNW/UHNW, asset managers, corporates) through multi-product advisory and structured dealmaking. (experience)
- Strong command of Coinbase’s institutional-grade offerings and adjacent concepts (Prime/custody, derivatives, financing and capital efficiency, staking), with the ability to translate complex crypto and market structure topics for sophisticated buyers. (experience)
- Demonstrated ability to operate with minimal instruction, create new analyses/approaches for ambiguous problems, and deliver on outcomes with significant impact to team goals. (experience)
- Track record leading deal workstreams and initiatives with Product, Legal, Compliance, Risk, and Operations; able to influence decision-makers and navigate regulated contexts effectively. (experience)
- Executive-caliber written and verbal communication; clear, succinct narratives; excellent objection handling; strong meeting facilitation across senior stakeholders. (experience)
- Proficiency with CRM (e.g., Salesforce) and revenue tooling; disciplined pipeline management and forecast accuracy; strong analytical approach to account planning and whitespace identification. (experience)
- Owner mentality, bias for action, comfort with ambiguity, and passion for crypto and Coinbase’s mission. (experience)
- Bachelor’s degree in Business, Finance, Economics, or related field (or equivalent experience). (experience)
Preferred Qualifications
- Existing relationships with targeted institutional/VIP segments or market makers (experience)
- Experience with derivatives sales/trading or structuring; familiarity with financing, collateral/margining, and risk frameworks (experience)
- Public-facing brand building (panels, thought leadership) and event-driven client acquisition (experience)
- Fluency in additional languages relevant to coverage regions (experience)
- Series 3 (experience)
Responsibilities
- Own full-cycle enterprise and VIP sales across Coinbase’s institutional suite (Prime, custody, derivatives, financing, staking), including multi-threaded stakeholder mapping, solution design, negotiation, close, and post-sale growth plans. You operate with high independence and minimal day-to-day instruction.
- Build and execute segment/territory strategy (e.g., hedge funds, asset managers, corporates, family offices) with clear pipeline creation plans, rigorous qualification, and forecast accuracy that ties directly to team goals and outcomes.
- Lead complex, cross-functional deal execution with Legal, Compliance, Risk, Product, Operations, and Marketing to remove blockers, tailor solutions (including derivatives/structured offerings), and ensure compliant, timely delivery for clients.
- Grow existing relationships and share of wallet by diagnosing needs, advising on market structure and product fit, and driving cross-sell/upsell motions across the institutional product portfolio.
- Translate market intelligence into action by packaging competitive insights, regulatory trends, and client feedback into clear recommendations for Product, GTM, and leadership; influence roadmap priorities where appropriate.
- Represent Coinbase externally at targeted industry events, client workshops, and executive briefings; deliver compelling narratives that educate sophisticated audiences on Coinbase’s value proposition.
- Elevate the team by mentoring IC4s (deal reviews, objection handling, pipeline hygiene), co-creating repeatable playbooks, and raising the bar on clear communication, forecasting discipline, and client experience.
- Design and improve sales process—identify friction, implement fixes, and partner with Operations/RevOps on CRM best practices, data quality, and scalable cadences; own the accuracy of your pipeline and forecasts.
Benefits
- general: Bonus eligibility
- general: Equity eligibility
- general: Benefits (including medical, dental, vision and 401(k))
Tags & Categories
Senior Institutional Sales Associate
Coinbase
Senior Institutional Sales Associate
Job Description
Responsibilities
- Own full-cycle enterprise and VIP sales across Coinbase’s institutional suite (Prime, custody, derivatives, financing, staking), including multi-threaded stakeholder mapping, solution design, negotiation, close, and post-sale growth plans. You operate with high independence and minimal day-to-day instruction.
- Build and execute segment/territory strategy (e.g., hedge funds, asset managers, corporates, family offices) with clear pipeline creation plans, rigorous qualification, and forecast accuracy that ties directly to team goals and outcomes.
- Lead complex, cross-functional deal execution with Legal, Compliance, Risk, Product, Operations, and Marketing to remove blockers, tailor solutions (including derivatives/structured offerings), and ensure compliant, timely delivery for clients.
- Grow existing relationships and share of wallet by diagnosing needs, advising on market structure and product fit, and driving cross-sell/upsell motions across the institutional product portfolio.
- Translate market intelligence into action by packaging competitive insights, regulatory trends, and client feedback into clear recommendations for Product, GTM, and leadership; influence roadmap priorities where appropriate.
- Represent Coinbase externally at targeted industry events, client workshops, and executive briefings; deliver compelling narratives that educate sophisticated audiences on Coinbase’s value proposition.
- Elevate the team by mentoring IC4s (deal reviews, objection handling, pipeline hygiene), co-creating repeatable playbooks, and raising the bar on clear communication, forecasting discipline, and client experience.
- Design and improve sales process—identify friction, implement fixes, and partner with Operations/RevOps on CRM best practices, data quality, and scalable cadences; own the accuracy of your pipeline and forecasts.
Required Qualifications
- 5–7+ years in institutional or enterprise sales at a tier-1 crypto exchange, FCM/IB, prime broker, investment bank, or fintech selling complex financial/crypto solutions; consistent attainment against meaningful quotas and KPIs at senior IC level.
- Proven success managing and growing a portfolio of institutional or VIP clients (e.g., hedge funds, HNW/UHNW, asset managers, corporates) through multi-product advisory and structured dealmaking.
- Strong command of Coinbase’s institutional-grade offerings and adjacent concepts (Prime/custody, derivatives, financing and capital efficiency, staking), with the ability to translate complex crypto and market structure topics for sophisticated buyers.
- Demonstrated ability to operate with minimal instruction, create new analyses/approaches for ambiguous problems, and deliver on outcomes with significant impact to team goals.
- Track record leading deal workstreams and initiatives with Product, Legal, Compliance, Risk, and Operations; able to influence decision-makers and navigate regulated contexts effectively.
- Executive-caliber written and verbal communication; clear, succinct narratives; excellent objection handling; strong meeting facilitation across senior stakeholders.
- Proficiency with CRM (e.g., Salesforce) and revenue tooling; disciplined pipeline management and forecast accuracy; strong analytical approach to account planning and whitespace identification.
- Owner mentality, bias for action, comfort with ambiguity, and passion for crypto and Coinbase’s mission.
- Bachelor’s degree in Business, Finance, Economics, or related field (or equivalent experience).
Preferred Qualifications
- Existing relationships with targeted institutional/VIP segments or market makers
- Experience with derivatives sales/trading or structuring; familiarity with financing, collateral/margining, and risk frameworks
- Public-facing brand building (panels, thought leadership) and event-driven client acquisition
- Fluency in additional languages relevant to coverage regions
- Series 3
Required Skills
- Institutional or enterprise sales experience
- Managing and growing client portfolios
- Knowledge of institutional-grade crypto products (Prime, custody, derivatives, financing, staking)
- Cross-functional leadership
- Executive communication and objection handling
- CRM proficiency (e.g., Salesforce)
- Analytical approach to account planning
- Owner mentality and bias for action
- Passion for crypto
Benefits
- Bonus eligibility
- Equity eligibility
- Benefits (including medical, dental, vision and 401(k))
Salary Range
$195670 - $230200 USD
Locations
- US Zone 1 (Job Requisitions Only), United States (Remote)
Salary
195,670 - 230,200 USD / yearly
Skills Required
- Institutional or enterprise sales experienceintermediate
- Managing and growing client portfoliosintermediate
- Knowledge of institutional-grade crypto products (Prime, custody, derivatives, financing, staking)intermediate
- Cross-functional leadershipintermediate
- Executive communication and objection handlingintermediate
- CRM proficiency (e.g., Salesforce)intermediate
- Analytical approach to account planningintermediate
- Owner mentality and bias for actionintermediate
- Passion for cryptointermediate
Required Qualifications
- 5–7+ years in institutional or enterprise sales at a tier-1 crypto exchange, FCM/IB, prime broker, investment bank, or fintech selling complex financial/crypto solutions; consistent attainment against meaningful quotas and KPIs at senior IC level. (experience)
- Proven success managing and growing a portfolio of institutional or VIP clients (e.g., hedge funds, HNW/UHNW, asset managers, corporates) through multi-product advisory and structured dealmaking. (experience)
- Strong command of Coinbase’s institutional-grade offerings and adjacent concepts (Prime/custody, derivatives, financing and capital efficiency, staking), with the ability to translate complex crypto and market structure topics for sophisticated buyers. (experience)
- Demonstrated ability to operate with minimal instruction, create new analyses/approaches for ambiguous problems, and deliver on outcomes with significant impact to team goals. (experience)
- Track record leading deal workstreams and initiatives with Product, Legal, Compliance, Risk, and Operations; able to influence decision-makers and navigate regulated contexts effectively. (experience)
- Executive-caliber written and verbal communication; clear, succinct narratives; excellent objection handling; strong meeting facilitation across senior stakeholders. (experience)
- Proficiency with CRM (e.g., Salesforce) and revenue tooling; disciplined pipeline management and forecast accuracy; strong analytical approach to account planning and whitespace identification. (experience)
- Owner mentality, bias for action, comfort with ambiguity, and passion for crypto and Coinbase’s mission. (experience)
- Bachelor’s degree in Business, Finance, Economics, or related field (or equivalent experience). (experience)
Preferred Qualifications
- Existing relationships with targeted institutional/VIP segments or market makers (experience)
- Experience with derivatives sales/trading or structuring; familiarity with financing, collateral/margining, and risk frameworks (experience)
- Public-facing brand building (panels, thought leadership) and event-driven client acquisition (experience)
- Fluency in additional languages relevant to coverage regions (experience)
- Series 3 (experience)
Responsibilities
- Own full-cycle enterprise and VIP sales across Coinbase’s institutional suite (Prime, custody, derivatives, financing, staking), including multi-threaded stakeholder mapping, solution design, negotiation, close, and post-sale growth plans. You operate with high independence and minimal day-to-day instruction.
- Build and execute segment/territory strategy (e.g., hedge funds, asset managers, corporates, family offices) with clear pipeline creation plans, rigorous qualification, and forecast accuracy that ties directly to team goals and outcomes.
- Lead complex, cross-functional deal execution with Legal, Compliance, Risk, Product, Operations, and Marketing to remove blockers, tailor solutions (including derivatives/structured offerings), and ensure compliant, timely delivery for clients.
- Grow existing relationships and share of wallet by diagnosing needs, advising on market structure and product fit, and driving cross-sell/upsell motions across the institutional product portfolio.
- Translate market intelligence into action by packaging competitive insights, regulatory trends, and client feedback into clear recommendations for Product, GTM, and leadership; influence roadmap priorities where appropriate.
- Represent Coinbase externally at targeted industry events, client workshops, and executive briefings; deliver compelling narratives that educate sophisticated audiences on Coinbase’s value proposition.
- Elevate the team by mentoring IC4s (deal reviews, objection handling, pipeline hygiene), co-creating repeatable playbooks, and raising the bar on clear communication, forecasting discipline, and client experience.
- Design and improve sales process—identify friction, implement fixes, and partner with Operations/RevOps on CRM best practices, data quality, and scalable cadences; own the accuracy of your pipeline and forecasts.
Benefits
- general: Bonus eligibility
- general: Equity eligibility
- general: Benefits (including medical, dental, vision and 401(k))
Tags & Categories