Director, Strategic Institutional Partnerships - Special Projects Lead

OKX · Remote Roles - EMEA

Sales🌍 RemotePosted 2026-10-16

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h2 class= heading-2 ace-line old-record-id-doxlgKHe9MRGOVAfc9qHJqBJfee Who We Are /h2

div class= ace-line ace-line old-record-id-doxlgljgucMU91tvjGpS449mRtm At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom. OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves. Across our multiple offices globally, we are united by our core principles: em We Before Me /em , em Do the Right Thing /em , and em Get Things Done /em . These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er. OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more. /div

h2 class= heading-2 ace-line old-record-id-doxlgy0GFw39TNF0o9qkAuhcWCf About the Opportunity /h2

div class= ace-line ace-line old-record-id-doxlgnCsxyFcmD8gPEEMmUrhvOb The Strategic Institutional Partnerships (SIP) team signs bespoke partnerships with banks, payment providers, wealth platforms and other financial or tech intermediaries. Some want to offer crypto trading, custody or stablecoin services to their own clients (B2B2C). Others want to use OKX liquidity and infrastructure for their own business (B2B). None of these are standard onboardings. Each one needs its own commercial terms, contracts, technical integration, and regulatory alignment on both sides. /div

div class= ace-line ace-line old-record-id-doxlg2memXK0UaQ97njOkLnkSeb You take each partnership from signed intent to live, growing volume. You are the one person accountable to the client and to every OKX team involved: Legal, Compliance, Product, Engineering, Operations, and Institutional Coverage. You negotiate the deal, run the project, and hand over a partnership that is already producing volume. /div

div class= ace-line ace-line old-record-id-doxlgDMGim3j0sn3B317ir4pIJm Your initial market focus is the EU, where OKX operates under MiCA and MiFID II. The role itself is global. You report to the Global Head of Strategic Partnerships. /div

h2 class= heading-2 ace-line old-record-id-doxlg3Oxt2h0JkzT2uGynx36jpd What You'll Be Doing /h2

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div strong Commercial Project Coordination. /strong You act as the central instance coordinating the execution of commercial projects with strategic partners within the Strategic Partnerships team, effectively ensuring timely delivery of high-scale projects and ensuring the transfer of knowledge between the individual SP members who act as primary relationship managers to Strategic Partners. /div

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li class= ace-line ace-line old-record-id-A3q1d3zGUoEFEpxfQh6lXlrpgkf data-list= bullet

div strong Solution structuring. /strong You determine the ideal product solution and commercial setup to maximize value with the strategic partner, validating feasibility and alignment with product and local market teams. /div

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li class= ace-line ace-line old-record-id-doxlgKlh3jpdCH9gA6kBUb2Ancc data-list= bullet

div strong Commercial negotiation. /strong You lead or co-lead negotiations with a rep of the respective OKX office; from term sheet to final terms: pricing, rebates, volume commitments, SLAs, liability, exclusivity, and service scope. You align final terms with the Head of SIP before they go to C-level sign-off. /div

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li class= ace-line ace-line old-record-id-doxlgtiWNmERA4F4XR0aanrNd1c data-list= bullet

div strong Contracting. /strong You run the contract process with OKX Legal and the client's legal team. You supply the commercial inputs and manage/guide the negotiations. /div

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li class= ace-line ace-line old-record-id-doxlgf0lkQzG7laexWybqH0hXMh data-list= bullet

div strong Client relationship ownership. /strong You are a main contact for the client's decision makers and project sponsors throughout the entire lifecycle. You run steering meetings, manage expectations, resolve escalations, and nurture relationships with decision makers. /div

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div strong Solution implementation. /strong With Product and Engineering, you turn the commercial agreement into a delivery plan. That covers the integration model, custody and settlement flows, fiat and stablecoin rails, and reporting. You own scope, timelines, and trade-offs. When a client requirement needs a product decision or custom work, you work with product teams to ensure alignment with the product roadmap and you make sure the commercial value merits any custom builds. /div

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div strong Regulatory and compliance alignment. /strong You coordinate due diligence, KYB, outsourcing assessments and regulatory notifications between OKX Compliance and the client's compliance and risk teams, so that regulatory requirements on either side do not hold up go-live. /div

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div strong Product Expertise. /strong In-depth understanding of OKX's trading systems, stablecoin and RWA ecosystem. /div

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div strong Launch and ramp. /strong You plan go-live with the client. For B2B2C partners this includes the commercial launch: end-client communication, marketing support, and incentive structures during GTM campaigns. After launch, you track volume and client ramp against the business case and act when it falls behind. /div

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div strong Handover. /strong Once a partnership is live and stable, you hand it to the Institutional Relationship Managers with documented terms, technical setup, open items and ramp targets. You stay accountable until they accept the handover. /div

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div strong Portfolio and reporting. /strong You leverage AI to run and coordinate several complex projects at the same time. You report status, risks, expected and realized business impact to SIP leadership and keep pipeline and project records up to date. /div

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div strong Feedback into origination. /strong You share what you learn in implementation so SIP structures better deals. Over time, you originate and close partnerships of your own. /div

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div strong Team building. /strong As deal flow grows, you help build a small delivery team of project managers and solution engineers. /div

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h2 class= heading-2 ace-line old-record-id-doxlgLcdjiIzoFDn4eA6l12hCid How We Measure Success /h2

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div Time from contract signature to go-live /div

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div Volume, revenue, and client ramp at 90 and 180 days after launch - especially for key strategic markets /div

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div Number of complex projects delivered in parallel without missed milestones /div

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div Handovers to Institutional RMs with no escalation back to SIP /div

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h2 class= heading-2 ace-line old-record-id-doxlgrIuUZAz8jmtc5KQWugdaYg What We Look For In You /h2

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li class= ace-line ace-line old-record-id-doxlgn0X2SPLO3hQFGc8MB2dLwm data-list= bullet

div 10+ years in commercial roles at banks, crypto exchanges or brokers, payment or stablecoin companies, or fintech infrastructure providers. At least 3 of those years leading client-facing delivery of complex B2B or B2B2C partnerships. /div

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div strong Banking knowledge /strong from the trading, wealth management or transaction banking side. You know how banks make product decisions, onboard vendors and approve new products. /div

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div strong Crypto trading systems. /strong Working knowledge of order routing, API and FIX connectivity, custody models, settlement, and pre-funding and credit arrangements. /div

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div strong Stablecoin ecosystems. /strong You understand issuance, on- and off-ramps, and stablecoin use cases in payments and treasury. /div

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div strong Negotiation and contracting. /strong You have personally led commercial negotiations and taken contracts through legal review to signature. /div

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div strong Cross-functional delivery. /strong You have run projects across legal, compliance, product and engineering teams, on both the client's side and your own, and taken them live. /div

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div strong AI native. /strong Strong use of AI tools (e.g. Claude, GPT) for project management, stakeholder coordination, and reporting to run a large portfolio with a small team /div

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h2 class= heading-2 ace-line old-record-id-doxlgFd7wFvPl6GDKYqCh8KqCXd Nice to Haves /h2

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li class= ace-line ace-line old-record-id-doxlgVR7Lw6Lr6N9lersTgM3qWm data-list= bullet

div Experience on the bank or payment provider side of launching a crypto or stablecoin product /div

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div Additional European languages /div

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li class= ace-line ace-line old-record-id-doxlg1TaEKdRHtuIqaJS0BhoLRm data-list= bullet

div Background in investment banking, consulting or another structured deal-execution environment /div

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div A track record of originating, structuring, and closing your own deals /div

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h2 class= heading-2 ace-line old-record-id-doxlg8si6qd7dYUF8Fp7SFNS2We Location /h2

div class= ace-line ace-line old-record-id-doxlgO2Szpg1td2b7fpM54Apwef Flexible. Initial market focus is the EU. /div

h2 class= heading-2 ace-line old-record-id-doxlgWoLGfFOCuH6IbyyRBo8JJf br Perks Benefits /h2

div class= ace-line ace-line old-record-id-doxlgDE7A3NzVI8kJ1dE9nTYeTd Competitive total compensation package /div

div class= ace-line ace-line old-record-id-doxlgyJgTQ8DnYbzVR1nn511zxe L D programs and Education subsidy for employees' growth and development /div

div class= ace-line ace-line old-record-id-doxlgNJLWMm5b3JwCFVjl6SLqPb Various team building programs and company events /div

div class= ace-line ace-line old-record-id-doxlgHingkgC5rQQNf86F8E9oWe More that we love to tell you along the process! /div

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