Senior Institutional Sales Associate

Overview

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. 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.

• 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/Rev Ops on CRM best practices, data quality, and scalable cadences; own the accuracy of your pipeline and forecasts.

• Experience:
  
  5–7+ years in institutional or enterprise sales at a tier-1 crypto exchange, FCM/IB, prime broker, investment bank, or fintech selling complex financial/crypto solutions; consistent attainment against meaningful quotas and KPIs at senior IC level.
• Book and relationships:
  Proven success managing and growing a portfolio of institutional or VIP clients (e.g., hedge funds, HNW/UHNW, asset managers, corporates) through multi-product advisory and structured deal making.
• Product depth:
  Strong command of Coinbase’s institutional-grade offerings and adjacent concepts (Prime/custody, derivatives, financing and capital efficiency, staking), with the ability to translate complex crypto and market structure topics for sophisticated buyers.
• Execution and independence:
  Demonstrated ability to operate with minimal instruction, create new analyses/approaches for ambiguous problems, and deliver on outcomes with significant impact to team goals.
• Cross-functional leadership:
  Track record…