Title: Institutional Demand Partnerships

Location: Remote

Salary Range: $100k – $150k USD

About the role

OneBalance is hiring a senior partnerships manager to expand relationships with institutional market participants and help shape next-generation market infrastructure products. You will work across trading firms, brokers, allocators, and operations stakeholders to identify high-impact workflows and turn them into strategic partnerships.

What you'll do

• Build and grow relationships with institutional trading and brokerage counterparties.
• Develop a strong pipeline of design partners and pilot opportunities.
• Lead customer discovery with front-office and post-trade stakeholders.
• Translate market feedback into product, commercial, and GTM recommendations.
• Partner cross-functionally with product, operations, and leadership teams.
• Represent OneBalance credibly in institutional market conversations.

What we're looking for

• Significant experience in institutional crypto or TradFi market structure, OTC, brokerage, or post-trade workflows.
• Strong network with decision-makers across trading, operations, and partnerships.
• Track record of closing complex partnerships with measurable outcomes.
• Deep understanding of institutional buyer dynamics and workflow adoption.
• Excellent communication, structured thinking, and execution under ambiguity.

What success looks like

• High-quality institutional pipeline creation.