Product Manager / Director, Institutional Growth
You will drive institutional client growth by analyzing client needs, competitor offerings, and market trends to identify differentiation opportunities. You will design and optimize VIP fee tier programs, market maker incentive structures, and retention strategies, and manage the end-to-end product lifecycle for product lines such as VIP Loan, Credit Line, Delayed Settlement, and market maker programs. You will gather and prioritize product and client requirements through data-driven analysis, translating client pain points into roadmap priorities. You will work closely with engineering, risk, compliance, sales/BD, and relationship management teams to deliver secure, scalable, client-centric solutions. You will develop metrics and KPIs, build business cases with clear ROI frameworks, and drive quarterly growth strategies with cross-functional teams including cross-sell initiatives and institutional product bundling.
Responsibilities
- Analyze client needs, competitor offerings, and market trends to identify differentiation opportunities
- Design and optimize VIP fee tier programs, market maker incentive structures, and institutional client retention strategies
- Manage the end-to-end product lifecycle for assigned institutional product lines
- Gather and prioritize product and client requirements using data-driven analysis
- Manage the institutional client lifecycle including onboarding, activation, engagement, upsell, and retention
- Work closely with engineering, risk, and product teams to drive technical and financial product requirements
- Develop financial and non-financial metrics and KPIs to track progress
- Manage technical backlogs and prioritize new features versus technical debt
- Develop strategic partnerships and maintain relationships with key institutional clients
- Drive quarterly growth strategies in collaboration with Core Trading, Retail Growth, and Earn teams
- Build business cases for product and partnership investments with clear ROI frameworks
- Quantify revenue and AUM impact of product features to drive prioritization decisions
Requirements
- Proven track record of managing all aspects of a successful product launch throughout its lifecycle
- Experience with institutional credit products such as margin lending, secured financing, delayed settlement, or credit line structures preferred
- Proven experience engaging directly with institutional clients in a B2B institutional environment
- Strong written and verbal communication skills for producing high quality documents, plans, roadmaps and presentations
- Understanding of institutional crypto market dynamics including fee structures, market making, prime brokerage models, and custody solutions
- Deep understanding of crypto exchange products (spot, margin, futures, perpetual swaps, options) and institutional trading workflows
- TradFi experience in FX, Equities, or Fixed Income covering trading and middle/back office is a strong plus
- Hands-on experience leveraging AI/LLM tools for product operations
- Bachelor's degree in business, technology, finance or related discipline
- Experience building a zero-to-one product is a strong plus
Benefits
- Competitive total compensation package
- L&D programs and education subsidy
- Team building programs and company events
- Wellness and meal allowances
- Comprehensive healthcare schemes for employees and dependants