Institutional Trading Partnership Lead | Global Crypto Exchange

Park Brown has been exclusively appointed by a leading global digital asset exchange to identify an experienced commercial professional to build and develop its institutional trading relationships across the Australian market.
This is a senior individual contributor opportunity with significant autonomy and ownership. The successful candidate will take responsibility for developing relationships across Australia's proprietary trading, high-frequency trading, market-making and institutional trading ecosystem, supported by a global platform, product and technology infrastructure.
The business provides deep liquidity, competitive tiered fee structures and low-latency infrastructure across spot, perpetuals and options, giving sophisticated trading firms access to a broad range of digital asset products and institutional-grade trading infrastructure.
This role will suit an established institutional sales or business development professional who already understands electronic trading and has genuine relationships across the Australian trading ecosystem.
The RoleAs Institutional Trading Partnerships Lead, you will own the development of the Australian HFT and proprietary trading channel.
You will be responsible for originating and developing new relationships, managing the commercial sales cycle and growing institutional accounts over the long term. You will operate as an individual contributor, working closely with global commercial, product, technology, compliance and legal teams to deliver solutions for sophisticated trading clients.
Key Responsibilities:Build and execute a strategy to develop institutional trading relationships across the Australian market.Develop and maintain a high-quality pipeline of proprietary trading firms, HFTs, market makers and other sophisticated trading businesses.Leverage your existing network while continuously expanding relationships across Australia's electronic trading ecosystem.Own the full commercial sales cycle, from initial prospecting and relationship development through to negotiation, onboarding and account growth.Build trusted relationships with senior decision-makers across trading firms and understand their requirements, trading strategies and venue preferences.Work with internal product and technology teams to address client requirements and develop appropriate solutions.Lead commercial negotiations covering fee structures, rebates, liquidity incentives and other trading economics.Coordinate client onboarding, including wholesale/sophisticated investor classification, KYC and legal documentation, working closely with Compliance and Legal.Support technical discussions around API/FIX connectivity, integration requirements and, where relevant, colocation and low-latency infrastructure.Gather feedback from trading clients and communicate market requirements internally to support product and commercial development.Manage and grow existing institutional relationships, identifying opportunities to increase trading volumes, product adoption and wallet share.Represent the business at relevant industry conferences, trading events and institutional market gatherings.Stay close to developments across digital assets, electronic trading, market structure and institutional market access.
What We're Looking For
We are looking for an experienced institutional sales or business development professional who combines strong existing relationships with genuine knowledge of trading markets.
You will ideally bring:4+ years' experience in institutional sales, business development or a closely related commercial role.Existing relationships across Australia's proprietary trading, HFT, market-making, electronic trading or institutional trading community.Experience working directly with trading firms, proprietary trading groups, market makers or other sophisticated institutional clients.A background in one or more of the following: digital assets, derivatives, FX, CFDs, commodities, futures, exchanges, brokerage, prime brokerage, electronic trading, trading technology or market infrastructure.Experience within a regulated exchange, broker, FCM, trading venue, liquidity provider, OMS/EMS, market-data provider or similar financial markets business.A strong understanding of market microstructure, maker-taker models, liquidity, execution and how sophisticated trading firms evaluate trading venues.Familiarity with API and/or FIX connectivity and the requirements of electronic trading environments.Experience managing commercial negotiations involving multiple internal and external stakeholders.Strong commercial judgement and the ability to understand both client requirements and commercial opportunity.The credibility and relationship-building skills to engage directly with senior stakeholders within trading organisations.A genuine interest in digital assets and the evolution of institutional financial markets.An entrepreneurial and self-starting mindset, with the motivation to build a market rather than simply manage an established book.The ability to operate independently while working effectively with a globally distributed organisation.
Why This Opportunity?
This is an opportunity to take ownership of a strategically important institutional trading channel within a globally recognised financial technology business.
Rather than inheriting a mature territory, you will have the opportunity to build and develop the Australian HFT and proprietary trading network, leveraging an established global platform, deep liquidity, institutional products and sophisticated trading infrastructure.
As a senior individual contributor, you will have a high degree of autonomy and direct exposure to senior commercial and product stakeholders globally, while having the resources of a large international organisation behind you.
This is particularly well suited to someone who has built a strong network within Australia's trading community and wants to take ownership of a market within a rapidly developing asset class.