Senior Manager, Institutional Sales
WFA Digital Insight
The demand for digital asset specialists has surged 25% in the past year, driven by institutional investment. With Coinbase at the forefront, this Senior Manager role is pivotal in driving derivatives growth across the UAE, MENA, and Europe. Candidates should be well-versed in crypto regulations and have a strong network of professional traders. Before applying, consider the fast-paced environment and the need for strategic sales expertise.
Job Description
About the Role
As a Senior Manager of Institutional Sales at Coinbase, you will be responsible for driving the company's derivatives growth across the UAE, MENA, and Europe regions. This involves building and maintaining relationships with professional traders, developing and executing regional sales strategies, and serving as a senior market ambassador. The role is critical in navigating the complex regulatory landscapes of these regions and adapting Coinbase's derivatives offerings to meet local compliance requirements and market demands.The ideal candidate will have a deep understanding of the crypto and derivatives markets, as well as experience in sales, trading, or structuring. You will be working closely with cross-functional teams, including Product, Risk, and Compliance, to localize perpetual futures, futures, and options products. Your network of professional traders and your ability to build and maintain these relationships will be key to your success in this role.
Coinbase is a remote-first company, but you can expect to travel regularly within the UAE, MENA, and European regions for client meetings, events, and conferences. You will be part of a team that values collaboration, innovation, and excellence, and you will be expected to embody these values in your work.
What You Will Do
- Own and grow a network of professional traders in the UAE, MENA, and Europe, driving revenue through high-touch, relationship-led acquisition from origination through onboarding and ongoing account management.
- Design and execute the long-term sales strategy for the UAE, MENA, and Europe regions, setting targets for market penetration, volume growth, and client expansion.
- Lead regional market-entry and expansion efforts, including navigating local regulatory landscapes and adapting Coinbase's derivatives offerings to meet regional compliance requirements and market demands.
- Partner cross-functionally with Product, Risk, and Compliance teams to localize perpetual futures, futures, and options products.
- Represent Coinbase at client meetings, industry events, and conferences across the region, deepening relationships with existing clients and sourcing new high-value opportunities.
- Build and optimize sales processes, CRM workflows, and support structures to scale the Prosumer Derivatives business in the region.
- Develop and maintain a deep understanding of the regulatory environment and market trends in the UAE, MENA, and Europe.
- Identify and mitigate risks associated with derivatives sales and trading in the region.
What We Are Looking For
- 10+ years of experience in derivatives sales, trading, or structuring (crypto or FX/rates/equities) with direct P&L responsibility and a proven track record of independently sourcing and closing high-profile clients.
- Deep knowledge of the UAE, MENA, and European crypto regulatory and market environment, with demonstrated experience defining and executing multi-year regional growth strategies.
- Demonstrable expertise in perpetual futures, futures, and options, with existing relationships across Prosumer/Advanced retail clients in the region.
- Proven experience working with active and prosumer traders (e.g., high-value retail, professional day traders, social/desktop trading communities), ideally on derivatives platforms.
- Willingness to travel regularly within the UAE, MENA, and European region for client meetings, events, and conferences.
- Utilizes generative AI responsibly, maintaining human oversight to deliver business-ready outputs and drive measurable improvements in workflow efficiency, cost, and quality.
- Strong understanding of sales principles, practices, and techniques, with the ability to apply this knowledge in a fast-paced and dynamic environment.
Nice to Have
- Experience with CRM software and sales analytics tools.
- Knowledge of local languages in the UAE, MENA, and Europe (e.g., Arabic, French, German).
- Certification in derivatives trading or a related field.
- Experience working in a remote-first company and managing remote teams.
Benefits and Perks
- Competitive salary and equity package.
- Comprehensive health insurance and wellness programs.
- Generous PTO and vacation days.
- Remote work stipend and home office setup support.
- Professional development opportunities and training programs.
- Access to the latest technology and tools.
- Opportunity to work with a talented and diverse team.
How to Stand Out
- Develop a strong understanding of the crypto and derivatives markets, including regulatory requirements and market trends.
- Build a professional network of traders and industry experts to stay informed about market developments and best practices.
- Create a portfolio that showcases your sales and trading experience, including any relevant certifications or training.
- Prepare to discuss your experience with derivatives sales, trading, or structuring, and be ready to provide specific examples of your accomplishments.
- Research Coinbase's company culture and values to understand the expectations and requirements of the role.
- Be prepared to discuss your experience working in a fast-paced and dynamic environment, and how you handle stress and pressure.
- Consider learning about generative AI and its applications in sales and trading to stay ahead of the curve.
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