About OneBalance

OneBalance is the embedded crypto infrastructure that connects fintechs to stablecoins and digital assets. Our API provides asset-first delivery with deferred payment, combining stablecoin, tokenised asset and fiat rails, with institutional market rates with T+ settlement. We handle all the technical complexity behind the scenes, so you can go to market faster, own the user experience, and capture new revenue streams.

About the Role

We’re hiring a Senior Strategic Partnerships Manager to open and develop high-impact institutional partnerships across neobanks, brokerages, and exchanges.

This is a senior relationship and deal-architecture role. You will build executive-level relationships, run structured discovery, and design low-friction pilots that align with institutional requirements across product, risk, compliance, and operations.

You’ll work closely with the Head of Growth and leadership to translate live market feedback into sharper positioning, clearer requirements, and repeatable partnership motions.

What You’ll Do

• Own strategic partner development across priority institutional accounts (neobanks, brokers, exchanges, fintech infrastructure).
• Build multi-threaded relationships with product, revenue, risk, compliance, and operations stakeholders.
• Run discovery to understand institutional requirements across execution, settlement workflows, controls, and reliability.
• Design partnership proposals and pilots aligned to business outcomes (e.g., improved execution quality, reduced operational burden, faster product launch).
• Coordinate internal teams (product, engineering, legal) to scope pilots that are compliant and operationally realistic.
• Represent OneBalance at key industry events and deepen relationships with decision-makers and influencers.
• Provide structured feedback loops into GTM and product: what institutions are trying to buy, how they evaluate vendors, and what wins trust.

Requirements

• 2–4 years experience in institutional partnerships, enterprise BD, or strategic sales within fintech, brokerage, trading, payments, custody, or crypto infrastructure.
• Comfortable operating with senior stakeholders and navigating long, multi-party partnership cycles involving product, risk, compliance, and operations.
• Familiarity with institutional buyer processes, including procurement, vendor evaluation, compliance review, and implementation planning.
• Experience building or selling institutional trading, brokerage, or infrastructure products, particularly within:
  • Crypto desks (e.g. Coinbase Institutional, OKX Institutional, or similar)
  • Brokerages (e.g. eToro, Plus500, IG, or comparable)
  • Fintech infrastructure companies across payments, custody, settlement, or brokerage enablement