Director, Institutional Sales Group

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

As the Director of Institutional Sales for EMEA, you will play a central role in scaling Kraken's exchange business across two of our most important growth regions. Reporting to the VP, Institutional you will take full ownership of driving revenue, leading client acquisition efforts, and building a world class commercial team in your region.

This is a leadership position. We are looking for someone who can think strategically, move fast, and inspire a team across markets and time zones. You will work closely with institutional and VIP clients, delivering tailored solutions that meet their unique needs while championing Kraken's broader vision.

• Own the commercial strategy for VIP and institutional sales in EMEA including OTC, Prime, Custody, and Exchange services.

• Manage and mentor a high performing sales team, ensuring strong pipeline development, efficient deal execution, and high touch client engagement.

• Work cross functionally with marketing, operations, product, and compliance to align on go to market strategy and business goals.

• Institutional Clients - Develop and execute tailored approaches for hedge funds, proprietary trading firms, banks, broker dealers, family offices, and asset managers. Structure complex deals and negotiate custom fee schedules, margin arrangements, and incentive packages.

• Represent Kraken at key industry events, conferences, and webinars. Lead sponsorship and partnership opportunities that enhance brand trust with institutional audiences.

• Work closely with our marketing team to ensure we are telling a consistent and compelling story that resonates with institutional clients.

• Partner with Product and Customer Success teams to ensure a seamless end to end client experience, from onboarding to trading support and ongoing relationship management.

• Identify opportunities to upsell and cross sell products that help our clients grow their business and deepen their relationship with Kraken.

• Collaborate with internal teams to improve tooling, CRM workflows, and data visibility that help the sales team stay sharp and efficient.

• Ensure the team has access to the resources and analytics they need to succeed and work to continuously improve how we operate.

• Build and track commercial KPIs such as revenue performance, customer acquisition cost, lifetime value, and churn.

• Leverage analytics and insights to refine sales strategy, understand customer behavior, and identify opportunities for growth.

• Strategic mindset: someone who can zoom out and craft big picture growth strategies, but also knows how to execute

• Proven leader: experience leading high performing teams, mentoring talent, and cultivating a culture of accountability and collaboration

• Strong commercial instincts: understands how to structure complex deals, navigate client relationships, and drive revenue growth in a fast moving, regulated industry

• Data driven operator: comfortable using analytics to guide decisions, optimize resources, and measure impact

• Relationship builder: strong interpersonal skills and a client first approach, with the ability to build trust and long term partnerships

• Adaptable and agile: thrives in ambiguity and is not afraid to pivot or try new approaches when the market shifts

This job is accepting ongoing applications and there is no application deadline.

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

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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