Product Manager / Director, Institutional Growth

Product Strategy and Delivery

• Understand the institutional market landscape by analysing client needs, competitor offerings, and market trends. Identify differentiation opportunities in partnership with Sales/BD and Relationship Management teams.
• 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 product lines (e.g. VIP Loan, Credit Line, Delayed Settlement, MM programs, or fund management tools).
• Gather and prioritise product and client requirements using data-driven analysis. Manage the institutional client lifecycle: onboarding, activation, engagement, upsell, and retention — Translating client pain points into roadmap priorities with clear business impact.
• Work closely with engineering, risk, and product teams to drive both technical and financial product requirements. Build and maintain products with end-to-end risk management and operational workflows.
• Develop financial and non-financial metrics and KPIs to track progress and alignment to firm’s overall strategy and goals. Solicit both internal and external client feedback, understand the various challenges and opportunities and re-prioritise the roadmap iteratively to optimise results. Manage technical backlogs and prioritise new features vs technical debt to eliminate workflow friction.

Client Engagement and Growth

• Develop strategic partnerships and maintain relationships with key institutional clients. Coordinate with RM/BD teams on client onboarding, tier management, and retention strategies.
• Drive quarterly growth strategies in collaboration with Core Trading, Retail Growth, and Earn teams, including cross-sell initiatives, incentive program design, and institutional product bundling.
• Build business cases for product and partnership investments with clear ROI frameworks. Quantify the revenue and AUM impact of product features to drive prioritisation decisions. Own the commercial logic of assigned institutional product lines.
  
  

• Proven track record of managing all aspects of a successful product launch throughout its lifecycle. Adept at translating product strategy into detailed requirements and prototypes. Experience with institutional credit products (margin lending, secured financing, delayed settlement, or credit line structures) is preferred.
• Proven experience engaging directly with institutional clients — Conducting business reviews, gathering requirements on-site, and translating client pain points into product roadmap priorities. Experience working with sales/BD/relationship management teams in a B2B institutional environment.
• Ability to think logically, work in a team and communicate effectively. Strong written and verbal skills for producing high quality documents, plans, roadmaps and presentations with impact. Comfortable working across time zones and cultural contexts.
• Understanding of institutional crypto market dynamics — 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, e.g. building automated workflows, using AI for data analysis, or prototyping AI-powered features. We value PMs who actively use AI to multiply their output and embed it into business processes.
• A Bachelor's degree in business, technology, finance or related discipline.