Institutional Sales Manager

Blockchain is connecting the world to the future of finance. As the most trusted and fastest-growing global crypto company, it helps millions of people worldwide safely access cryptocurrency. Since its inception in 2011, Blockchain has earned the trust of over 90 million wallet holders and more than 40 million verified users, facilitating over $1 trillion in crypto transactions. We’re looking for an Institutional Sales Manager to own and grow relationships with our most strategic institutional customers across Nigeria. This role is responsible for managing high-value institutional accounts, driving long-term revenue growth, and delivering a consistently strong client experience. You’ll act as the primary relationship owner for institutional clients, working closely with internal teams to ensure smooth onboarding, deep product adoption, and effective resolution of complex, high-impact issues. WHAT YOU WILL DO 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 WHAT YOU WILL DO 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 COMPENSATION & PERKS Competitive compensation with a performance-based bonus Opportunity to build and shape institutional client relationships in a high-growth business Unlimited vacation policy Apple equipment provided Hybrid working model with regional travel as required Work-from-anywhere flexibility aligned with role responsibilities Blockchain is committed to diversity and inclusion in the workplace and is proud to be an equal opportunity employer. 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