Institutional BD Manager

We are a leading global crypto exchange at a pivotal moment of expansion within the Japanese market. As the digital asset landscape in Japan matures with institutional interest, we are seeking an Institutional BD Manager to lead our engagement with the nation’s most prominent financial entities. You will be the architect of high-stakes partnerships, bridging our global liquidity and infrastructure with the unique regulatory and cultural requirements of Japanese institutional finance. Core Responsibilities Identify, engage, and onboard Japanese financial institutions, including trust banks, asset managers, securities firms, and insurance companies. Serve as the primary senior point of contact for Japanese institutional clients, ensuring our products meet their rigorous standards for security, compliance, and reporting. Work closely with the global product team to tailor our institutional suite—such as custody solutions, API connectivity, and prime brokerage—to the specific needs of the Japanese market. Stay at the forefront of the Japanese regulatory environment (FSA), providing feedback to internal teams to ensure our offering remains fully compliant and competitive. Represent the exchange at key Japanese financial forums and industry events, building a high-trust network among Tokyo’s financial elite. Who You Are You speak the language of "Traditional Finance" (TradFi) and understand the specific hurdles Japanese institutions face when entering the crypto-asset space. You possess an expert-level understanding of Japanese business etiquette (Keigo) and the consensus-driven decision-making processes (Ringi) typical of domestic firms. You don't just sell a platform; you help institutions build a crypto strategy, providing insights on liquidity, risk management, and settlement. You are motivated by the challenge of opening a sophisticated, high-barrier market and establishing us as the preferred partner in Japan. Requirements Native-level Japanese fluency (written and spoken) and professional-level English. 5+ years of experience in Institutional Sales, Business Development, or Relationship Management within a Tier-1 financial institution or global fintech firm. An established network of contacts within Japanese banks, securities houses, or asset management firms . Deep understanding of the Japanese regulatory landscape (FSA/JVCEA) regarding digital assets. Strong technical literacy regarding exchange infrastructure, custody, and API-driven trading.