Head of Institutional Sales (FX & OTC) at Quidax

About the Role

• This role owns OTC trading revenue and desk performance. You will build, scale, and run Quidax’s OTC business providing large-block crypto execution for HNWIs, institutions, corporates, and trading desks.
• You’re not just a trader. You’re a desk builder, people leader, and risk-aware revenue operator.

What you’ll be owning

• OTC Revenue & Volume
• Own OTC volume, revenue, and margin targets
• Build a scalable OTC book with repeat, high-trust clients
• Balance volume growth with disciplined spread and risk management

OTC Desk Build & Operations

• Design the OTC operating model: pricing, approvals, limits, escalation
• Work closely with Finance, Compliance, and Liquidity teams
• Ensure clean settlement, confirmations, and post-trade processes

Team Build & Leadership

• Hire, train, and manage OTC sales reps and traders
• Define what “good” looks like for OTC reps (judgment > speed)
• Build a performance culture without cowboy risk-taking

Client Relationships & Trust

• Build long-term relationships with:
• HNWIs
• Funds
• Corporates
• Market makers
• Retain clients across market cycles, not just bull runs

Risk & Governance

• Set and enforce risk limits per trade, client, and rep
• Ensure compliance with KYC/AML and internal controls
• Lead post-mortems when trades go wrong — no hiding

Biggest Challenge You’ll Tackle

• Managing volatility without blowing up margins
• Scaling OTC without turning it into a casino
• Recruiting disciplined OTC talent in a noisy market
• Operating OTC in African liquidity and FX realities

Who We’re Looking For

• 7 - 12+ years in OTC crypto trading or institutional sales
• Proven experience building and running an OTC desk
• Has managed people, not just personal books
• Strong understanding of pricing, spreads, hedging, and settlement
• Deep relationship network in crypto OTC markets
• Calm under pressure, high integrity, low ego
• Comfortable operating in emerging markets
• Excellent communication and negotiation skills, with the ability to foster long-term relationships with strategic partners.
• A passion for innovation and the ability to thrive in a fast-paced, dynamic environment.
• An entrepreneurial mindset with a knack for identifying and capitalizing on new opportunities.
• A self-starter who thrives in fast-moving environments and doesn't wait for instructions.
• Bonus: Experience working with crypto/blockchain companies, developer tools, or financial APIs.