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Senior Institutional Sales Associate

7 hours, 53 minutes ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
Blockchain CRM Generative AI Machine Learning Salesforce
Apply Now
Coinbase

Coinbase

Coinbase provides a user-friendly platform for buying and selling digital currencies, such as Bitcoin and Ethereum, catering to individuals, businesses, and developers in the cryptocurrency market.

Capital Markets
1K-5K
Founded 2012
View All Jobs 98

Description

  • Own full-cycle enterprise and VIP sales across Coinbase’s institutional product suite, including stakeholder mapping, solution design, negotiation, closing, and post-sale growth planning.
  • Build and execute segment and territory strategies for institutional client groups such as hedge funds, asset managers, corporates, and family offices.
  • Lead cross-functional deal execution with Legal, Compliance, Risk, Product, Operations, and Marketing to remove blockers and deliver compliant client solutions.
  • Grow existing accounts by diagnosing client needs, advising on market structure and product fit, and driving cross-sell and upsell opportunities.
  • Translate market intelligence, regulatory trends, competitive insights, and client feedback into actionable recommendations for Product, GTM, and leadership.
  • Represent Coinbase at industry events, client workshops, and executive briefings to communicate the company’s value proposition to sophisticated audiences.
  • Mentor junior sales associates through deal reviews, objection handling, pipeline hygiene, and repeatable playbook development.
  • Improve sales processes by identifying friction points, partnering with Operations and RevOps, and owning pipeline and forecast accuracy.

Requirements

  • 5+ years of experience in institutional or enterprise sales at a tier-1 crypto exchange, FCM/IB, prime broker, investment bank, or fintech.
  • Consistent attainment against meaningful quotas and KPIs at a senior individual-contributor level.
  • Proven success managing and growing a portfolio of institutional or VIP clients through multi-product advisory and structured dealmaking.
  • Strong command of Coinbase’s institutional offerings, including Prime, custody, derivatives, financing, staking, and related market-structure concepts.
  • Demonstrated ability to operate independently, solve ambiguous problems, and deliver high-impact outcomes.
  • Track record of leading cross-functional deal workstreams with Product, Legal, Compliance, Risk, and Operations in regulated environments.
  • Executive-caliber written and verbal communication skills, including objection handling and senior-stakeholder facilitation.
  • Proficiency with CRM tools such as Salesforce and strong revenue-tooling/pipeline management discipline.
  • Bachelor’s degree in Business, Finance, Economics, or a related field, or equivalent experience.
  • Ability to responsibly use generative AI tools and copilots in daily workflows, with human-in-the-loop practices.
  • Preferred: Existing relationships with targeted institutional/VIP segments or market makers.
  • Preferred: Experience with derivatives sales/trading or structuring, including financing, collateral/margining, and risk frameworks.
  • Preferred: Public-facing brand building or event-driven client acquisition experience.
  • Preferred: Fluency in additional languages relevant to coverage regions.
  • Preferred: Series 3 certification.

Benefits

  • Annual base salary range of $195,670 to $230,200 USD, excluding equity and bonus.
  • Eligibility for equity compensation and bonus.
  • Medical, dental, and vision coverage.
  • 401(k) benefits.
  • Remote-first flexibility with required in-person participation for team and company-wide offsites.
  • Attendance at multiple annual offsites is fully supported.
  • Reasonable accommodation support for candidates with disabilities.

Interested in this position?

Apply directly on the company website

Apply Now

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