Sr. Sales Manager EMEA - Kraken Institutional

Our Krakenites are a world-class team with crypto conviction, united by our desire to discover and unlock the potential of crypto and blockchain technology.

What makes us different?

Kraken is a mission-focused company rooted in crypto values. As a Krakenite, you’ll join us on our mission to accelerate the global adoption of crypto, so that everyone can achieve financial freedom and inclusion. For over a decade, Kraken’s focus on our mission and crypto ethos has attracted many of the most talented crypto experts in the world.

Before you apply, please read the Kraken Culture page to learn more about our internal culture, values, and mission. We also expect candidates to familiarize themselves with the Kraken app. Learn how to create a Kraken account here.

As a fully remote company, we have Krakenites in 70+ countries who speak over 50 languages. Krakenites are industry pioneers who develop premium crypto products for experienced traders, institutions, and newcomers to the space. Kraken is committed to industry-leading security, crypto education, and world-class client support through our products like Kraken Pro, Desktop, Wallet, and Kraken Futures.

Become a Krakenite and build the future of crypto!

The team

Kraken's Institutional Sales team works with the world's leading financial institutions - hedge funds, asset managers, banks, and corporates - helping them navigate and adopt cryptocurrency at scale. We sit at the forefront of the industry, introducing institutions to Kraken's full suite of products including spot, futures, derivatives, custody, staking, and more.

We're looking for a Senior Institutional Relationship Manager to join remotely our Institutional Sales team across the EMEA region! This is a pure hunting role where you will be on the ground building Kraken's institutional client base from scratch, owning the full sales cycle end to end.

From crafting outbound strategies and sourcing prospects to negotiating complex multi-product deals and guiding clients through onboarding, this role is for someone who thrives on the chase and knows how to close. You're a proven hunter with a deep rolodex of institutional relationships across EMEA, comfortable selling sophisticated financial products from spot and futures to custody and prime brokerage and you know how to turn them into compelling value propositions. If you're a relentless business developer who gets energized by opening new doors and winning new logos, this is the role for you.

The opportunity

• Own the end-to-end sales cycle across EMEA, driving client acquisition and volume growth across Kraken's institutional product suite

• Develop and execute targeted sales strategies to accelerate market penetration and revenue growth

• Build and nurture relationships with institutional clients including asset managers, hedge funds, banks, and corporates

• Generate and pursue client leads through a mix of inbound and outbound sales strategies

• Partner with Marketing, Product, and Business Development teams to deliver market intelligence and sharpen Kraken's competitive edge

• Represent Kraken at industry events and conferences to drive brand presence and generate leads

Skills you should HODL

• 7+ years of experience in institutional sales within a trading or crypto environment, with a proven track record of driving revenue growth

• Deep experience selling complex financial products to institutional clients from OTC and prime brokerage to custody and API solutions

• Proven track record of selling to and managing relationships with asset allocators, hedge funds, and banks at a senior level

• Strong, established rolodex of institutional relationships across EMEA spanning asset allocators, hedge funds, and banking institutions

• Comprehensive understanding of cryptocurrency regulations across EMEA markets and the ability to navigate evolving regulatory landscapes

• A collaborative mindset with a genuine belief that team success drives individual success

• Willingness and ability to travel internationally across the EMEA region up to 30% of the time to meet clients, attend industry events, and drive business development opportunities.

• Passion for the crypto industry and a commitment to continuous learning

• Based in EMEA with fluency in English AND at least one of the following languages: German, Spanish, or French.

Unless a specific application deadline is stated in the job posting, applications are accepted on an ongoing basis.

Please note, applicants are permitted to redact or remove information on their resume that identifies age, date of birth, or dates of attendance at or graduation from an educational institution.

We consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance.

Kraken is powered by people from around the world and we celebrate all Krakenites for their diverse talents, backgrounds, contributions and unique perspectives. We hire strictly based on merit, meaning we seek out the candidates with the right abilities, knowledge, and skills considered the most suitable for the job. We encourage you to apply for roles where you don't fully meet the listed requirements, especially if you're passionate or knowledgable about crypto!

We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process. These assessments are designed to evaluate competencies relevant to the role and are applied consistently across candidates for similar positions. Assessment results are considered alongside other relevant information, such as experience and interviews, and are not the sole basis for any employment decision.

As an equal opportunity employer, we don’t tolerate discrimination or harassment of any kind. Whether that’s based on race, ethnicity, age, gender identity, citizenship, religion, sexual orientation, disability, pregnancy, veteran status or any other protected characteristic as outlined by federal, state or local laws. 

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