Senior Institutional Sales Associate

Ready to be pushed beyond what you think you’re capable of? At Coinbase, our mission is to increase economic freedom in the world. It’s a massive, ambitious opportunity that demands the best of us, every day, as we build the emerging onchain platform — and with it, the future global financial system. To achieve our mission, we’re seeking a very specific candidate. We want someone who is passionate about our mission and who believes in the power of crypto and blockchain technology to update the financial system. We want someone who is eager to leave their mark on the world, who relishes the pressure and privilege of working with high caliber colleagues, and who actively seeks feedback to keep leveling up. We want someone who will run towards, not away from, solving the company’s hardest problems. Our work culture is intense and isn’t for everyone. But if you want to build the future alongside others who excel in their disciplines and expect the same from you, there’s no better place to be. While many roles at Coinbase are remote-first, we are not remote-only. In-person participation is required throughout the year. Team and company-wide offsites are held multiple times annually to foster collaboration, connection, and alignment. Attendance is expected and fully supported. The Coinbase Institutional Sales team empowers institutional and VIP clients with tailored solutions across Coinbase’s institutional-grade products (e.g., Coinbase Prime, custody, financing, staking, derivatives) to drive growth and long‑term partnerships. As a Senior Institutional Sales Associate, you will own end‑to‑end complex sales motions, develop segment/territory strategies, expand share of wallet across a targeted book, and lead cross‑functional workstreams to unlock client outcomes. You’ll synthesize market intelligence into actionable insights for Product and leadership, mentor IC4s, and operate with high independence while influencing decision‑makers across Coinbase and on the client side. This role is ideal for a highly consultative seller who is fluent in crypto, comfortable with structured/complex deals, and effective at navigating regulated environments. What you’ll be doing: 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. What we look for in you: Experience: 5+ 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. Book and relationships: 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. Product depth: 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. Execution and independence: Demonstrated ability to operate with minimal instruction, create new analyses/approaches for ambiguous problems, and deliver on outcomes with significant impact to team goals. Cross‑functional leadership: Track record leading deal workstreams and initiatives with Product, Legal, Compliance, Risk, and Operations; able to influence decision‑makers and navigate regulated contexts effectively. Communication: Executive‑caliber written and verbal communication; clear, succinct narratives; excellent objection handling; strong meeting facilitation across senior stakeholders. Systems and rigor: Proficiency with CRM (e.g., Salesforce) and revenue tooling; disciplined pipeline management and forecast accuracy; strong analytical approach to account planning and whitespace identification. Mindset: Owner mentality, bias for action, comfort with ambiguity, and passion for crypto and Coinbase’s mission. Education: Bachelor’s degree in Business, Finance, Economics, or related field (or equivalent experience). Nice to haves: 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 Job #: P74794 Pay Transparency Notice: Depending on your work location, the target annual base salary for this position can range as detailed below. Total compensation may also include equity and bonus eligibility and benefits (including medical, dental, vision and 401(k)). Annual base salary range (excluding equity and bonus): $195,670—$230,200 USD Please be advised that each candidate may submit a maximum of four applications within any 30-day period. We encourage you to carefully evaluate how your skills and interests align with Coinbase's roles before applying. Commitment to Equal Opportunity Coinbase is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sex, gender expression or identity, sexual orientation or any other basis protected by applicable law. Coinbase will also consider for employment qualified applicants with criminal histories in a manner consistent with applicable federal, state and local law. For US applicants, you may view the Employee Rights and the Know Your Rights notices by clicking on their corresponding links. Additionally, Coinbase participates in the E-Verify program in certain locations, as required by law. Coinbase is also committed to providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please contact us at accommodations[at]coinbase.com to let us know the nature of your request and your contact information. For quick access to screen reading technology compatible with this site click here to download a free compatible screen reader (free step by step tutorial can be found here). Global Data Privacy Notice for Job Candidates and Applicants Depending on your location, the General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA) may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available here. By submitting your application, you are agreeing to our use and processing of your data as required. For US applicants only, by submitting your application you are agreeing to arbitration of disputes as outlined here. AI Disclosure For select roles, Coinbase is piloting an AI tool based on machine learning technologies to conduct initial screening interviews to qualified applicants. The tool simulates realistic interview scenarios and engages in dynamic conversation. A human recruiter will review your interview responses, provided in the form of a voice recording and/or transcript, to assess them against the qualifications and characteristics outlined in the job description. For select roles, Coinbase is also piloting an AI interview intelligence platform to transcribe and summarize interview notes, allowing our interviewers to fully focus on you as the candidate. The above pilots are for testing purposes and Coinbase will not use AI to make decisions impacting employment. To request a reasonable accommodation due to disability, please contact accommodations[at]coinbase.com