Senior Institutional Sales Associate

coinbase•Remote•greenhouse
Posted Date:

December 8, 2025

Employment Type:

Not specified

Work Arrangement:

Remote

Skills & Technologies

Institutional SalesTradingand Prime Servicespreferred

Contact Information

Job Description

Ready to be pushed beyond what you think you’re capable of?

At Coinbase, our mission is to increase economic freedom in the world. It’s a massive, ambitious opportunity that demands the best of us, every day, as we build the emerging onchain platform — and with it, the future global financial system.

To achieve our mission, we’re seeking a very specific candidate. We want someone who is passionate about our mission and who believes in the power of crypto and blockchain technology to update the financial system. We want someone who is eager to leave their mark on the world, who relishes the pressure and privilege of working with high caliber colleagues, and who actively seeks feedback to keep leveling up. We want someone who will run towards, not away from, solving the company’s hardest problems.

Our work culture is intense and isn’t for everyone. But if you want to build the future alongside others who excel in their disciplines and expect the same from you, there’s no better place to be.

While many roles at Coinbase are remote-first, we are not remote-only. In-person participation is required throughout the year. Team and company-wide offsites are held multiple times annually to foster collaboration, connection, and alignment. Attendance is expected and fully supported.

The Coinbase Institutional Sales team empowers institutional and VIP clients with tailored solutions across Coinbase’s institutional-grade products (e.g., Coinbase Prime, custody, financing, staking, derivatives) to drive growth and long‑term partnerships. As a Senior Institutional Sales Associate, you will own end‑to‑end complex sales motions, develop segment/territory strategies, expand share of wallet across a targeted book, and lead cross‑functional workstreams to unlock client outcomes. You’ll synthesize market intelligence into actionable insights for Product and leadership, mentor IC4s, and operate with high independence while influencing decision‑makers across Coinbase and on the client side. This role is ideal for a highly consultative seller who is fluent in crypto, comfortable with structured/complex deals, and effective at navigating regulated environments.

What you’ll be doing:

    • Own full‑cycle enterprise and VIP sales across Coinbase’s institutional suite (Prime, custody, derivatives, financing, staking), including multi‑threaded stakeholder mapping, solution design, negotiation, close, and post‑sale growth plans. You operate with high independence and minimal day‑to‑day instruction.
    • Build and execute segment/territory strategy (e.g., hedge funds, asset managers, corporates, family offices) with clear pipeline creation plans, rigorous qualification, and forecast accuracy that ties directly to team goals and outcomes.
    • Lead complex, cross‑functional deal execution with Legal, Compliance, Risk, Product, Operations, and Marketing to remove blockers, tailor solutions (including derivatives/structured offerings), and ensure compliant, timely delivery for clients.
    • Grow existing relationships and share of wallet by diagnosing needs, advising on market structure and product fit, and driving cross‑sell/upsell motions across the institutional product portfolio.
    • Translate market intelligence into action by packaging competitive insights, regulatory trends, and client feedback into clear recommendations for Product, GTM, and leadership; influence roadmap priorities where appropriate.
    • Represent Coinbase externally at targeted industry events, client workshops, and executive briefings; deliver compelling narratives that educate sophisticated audiences on Coinbase’s value proposition.
    • Elevate the team by mentoring IC4s (deal reviews, objection handling, pipeline hygiene), co‑creating repeatable playbooks, and raising the bar on clear communication, forecasting discipline, and client experience.
    • Design and improve sales process—identify friction, implement fixes, and partner with Operations/RevOps on CRM best practices, data quality, and scalable cadences; own the accuracy of your pipeline and forecasts.

What we look for in you:

  • Experience: 5–7+ years in institutional or enterprise sales at a tier‑1 crypto exchan