AM - Institutional Sales/Growth Manager for Incubated DeFi Protocol

Amber Group is a global leading digital asset company providing crypto financial services to both institutional and high-net-worth investors globally.

We offer best-in-class liquidity solutions and cutting-edge trading infrastructure across major exchanges, applications, and networks. With over $1 trillion in cumulative trading volume, our deep liquidity helps power the digital asset ecosystem.

Beyond trading, our full-suite of offerings includes wealth management, lending and investing products. But at our core, we focus on building strong relationships and delivering personalized service to help clients navigate this fast-growing industry.

At Amber, security is our #1 priority. We have invested years of effort and millions of dollars in cybersecurity, crypto-security, and operational security across the firm, with industry-leading certifications like SOC 2 Type II and ISO 27001.

Powered by a 400+ team of traders, technologists and engineers operating 24/7 globally, our technology and research capabilities are world-class. Yet we remain entrepreneurial, always seeking fresh ideas and risks worth taking. We are always interested in people who have an appetite for taking calculated risk, demonstrate a high level of original thinking and intellectual curiosity.

We're hiring a BD/Growth Manager to drive institutional and ecosystem partnerships. You'll own the end-to-end motion with traditional and crypto hedge/venture funds for onboarding and collaboration, and build partnerships with crypto-native protocols/projects to scale adoption and integrations.

About Incubated DeFi Protocol Project

Our incubated DeFi protocol project is focused on accelerating institutional and crypto-native adoption of on-chain finance. We collaborate with traditional and crypto funds, as well as leading Web3 projects, to deliver scalable, compliant, and composable solutions.

Job Responsibilities:

• Engage and onboard funds: Build and manage a pipeline of traditional and crypto hedge/venture funds; lead outreach, discovery, solutioning, and closing.
• Institutional collaboration: Structure pilots, co-develop strategies, and formalize commercial and technical collaboration with funds and allocators.
• Crypto-native partnerships: Identify, negotiate, and execute integrations with DeFi protocols, infrastructure providers, wallets, exchanges, and data/analytics partners.
• Go-to-market execution: Drive co-marketing, launch plans, custody/ops readiness, and post-onboarding expansion with clear success metrics.
• Partner enablement: Coordinate tech integrations, documentation, and dashboards with product/engineering; ensure partners have what they need to scale usage.
• Market intelligence: Maintain a live view of institutional needs, regulatory constraints, and competitive landscape; translate insights into product and GTM feedback.
• Pipeline management: Maintain rigorous CRM hygiene, forecasting, and reporting; own quarterly targets for partnerships and adoption metrics.
• Ecosystem presence: Represent incubated DeFi protocol projects at conferences, webinars, and working groups; nurture key relationships across TradFi and crypto networks.

Job requirements:

• Result-driven mindset: Sets clear, measurable targets for business success; combines strong industry knowledge with the ability to build and maintain senior relationships across financial institutions (banks, asset managers, hedge funds, custodians, broker-dealers) to deliver tangible outcomes.
• Experience: 5–8 years total in BD/partnerships or strategy development; at least 1-3 years in crypto/Web3.
• TradFi foundation: Direct experience at banks, asset managers, hedge funds, broker-dealers, custodians, or fintech serving institutions.
• Crypto fluency: Strong grasp of DeFi primitives, custody/operations for funds, on/off-ramp flows, tokenomics/incentives, and risk/compliance considerations.
• Deal-making: Proven track record sourcing, negotiating, and closing multi-stakeholder partnerships and integrations.
• Technical comfort: Ability to navigate APIs/SDKs, integration diagrams, and product requirements with technical teams.
• Communication: Executive presence with clear, concise storytelling; strong written collateral and partner enablement assets.
• Operator mindset: CRM discipline (e.g., HubSpot, Salesforce), data-driven decision-making, and comfort with fast-moving environments.
• Existing network across hedge/venture funds, allocators, market makers, and crypto-native protocols.
• Experience with compliance-sensitive integrations (custody, KYC/AML, fund ops).
• Prior work on on-chain asset management, structured products, or liquidity programs.

Success Metrics:

• Institutional partnerships: Signed and activated fund/allocator relationships; AUM or capital committed/onboarded.
• Ecosystem integrations: Number and quality of protocol/infrastructure integrations; active usage and TVL/volume impact.
• Commercial outcomes: Revenue contribution, conversion rates, and partner expansion.

Amber Group
opens its doors to the curious problem solver empowered to make an impact in shaping tomorrow. As a hyper-growth company since day 1, we continually invite talent to join our diverse, nimble and digitally-native teams. If this sounds like you, apply now, or get in touch with us today