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Coinbase · 1 day ago

Senior Institutional Sales Associate

United States

Full-time

Remote

Senior Level

$196K/yr - $230K/yr

5+ years exp

Coinbase is on a mission to increase economic freedom in the world and is looking for a Senior Institutional Sales Associate to join their Institutional Sales team. This role involves owning complex sales motions, developing strategies for institutional clients, and leading cross-functional initiatives to drive growth and partnerships.

BitcoinBlockchainCryptocurrencyFinTechTrading Platform

Comp. & Benefits

Responsibilities

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

Qualification

Institutional sales experienceCrypto knowledgeCRM proficiencyCross-functional leadershipComplex deal negotiationMarket intelligence synthesisExecutive communicationAnalytical approachEvent participationFluency in languagesSeries 3 certificationOwner mentalityTeam mentoring

Required

5–7+ 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

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

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

Demonstrated ability to operate with minimal instruction, create new analyses/approaches for ambiguous problems, and deliver on outcomes with significant impact to team goals

Track record leading deal workstreams and initiatives with Product, Legal, Compliance, Risk, and Operations; able to influence decision‑makers and navigate regulated contexts effectively

Executive‑caliber written and verbal communication; clear, succinct narratives; excellent objection handling; strong meeting facilitation across senior stakeholders

Proficiency with CRM (e.g., Salesforce) and revenue tooling; disciplined pipeline management and forecast accuracy; strong analytical approach to account planning and whitespace identification

Owner mentality, bias for action, comfort with ambiguity, and passion for crypto and Coinbase's mission

Bachelor's degree in Business, Finance, Economics, or related field (or equivalent experience)