Park Brown has been exclusively appointed by a leading global digital asset exchange to identify a senior institutional sales professional to build and own its HFT and proprietary trading business across the Australian market.
This is a
0→1 commercial build
with significant autonomy, visibility and ownership. The successful candidate will be responsible for establishing relationships across Australia's proprietary trading, high-frequency trading, market-making and institutional trading ecosystem, supported by the resources, liquidity and technology infrastructure of a globally established digital asset exchange.
The platform provides deep liquidity, competitive tiered fee structures and low-latency infrastructure across spot, perpetuals and options, providing sophisticated trading firms with access to a broad range of digital asset products and institutional-grade trading infrastructure.
This is an opportunity for an established institutional sales professional to bring their market knowledge and relationships into a rapidly developing asset class, while having the autonomy to shape and build the Australian business.
The Role
As
Director, Institutional Sales
, you will take commercial ownership of developing the Australian HFT and proprietary trading channel.
You will be responsible for originating new relationships, developing a high-quality institutional pipeline, managing the commercial sales cycle and growing relationships post-onboarding.
This is a
senior individual contributor role
. There is no initial people-management responsibility; success will be measured by your ability to originate, develop and grow institutional trading relationships and establish a meaningful presence in the Australian market.
You will work closely with global commercial, product, technology, compliance and legal teams to deliver solutions tailored to sophisticated trading clients.
Key Responsibilities
Build and execute the strategy for developing institutional trading relationships across the Australian market.
Establish and grow relationships with
proprietary trading firms, HFTs, market makers, quantitative trading firms and other sophisticated institutional trading businesses.
Leverage your existing network while continuously expanding the firm's reach across Australia's electronic trading ecosystem.




Own the full commercial sales cycle from prospecting and relationship development through to negotiation, onboarding and account growth.
Develop a strong pipeline of institutional prospects and convert relationships into active trading accounts.
Build trusted relationships with senior decision-makers across trading organisations, understanding their strategies, venue requirements and commercial priorities.
Lead commercial negotiations covering fee structures, rebates, liquidity incentives and other trading economics.
Work closely with internal product and technology teams to address client requirements and develop appropriate solutions.
Coordinate client onboarding, including wholesale/sophisticated investor classification, KYC and legal documentation, working closely with Compliance and Legal.
Support technical discussions around API/FIX connectivity, integration requirements and, where relevant, colocation and low-latency infrastructure.
Gather market intelligence and client feedback and translate this into actionable recommendations for product and commercial teams.
Manage and grow existing institutional relationships, identifying opportunities to increase trading volumes, product adoption and wallet share.
Represent the business at relevant institutional trading conferences, industry events and trading community gatherings.
Maintain a strong understanding of developments across digital assets, electronic trading, market structure and institutional market access.
What We're Looking For
We are looking for a senior institutional sales or business development professional with a strong understanding of electronic trading and an established network across sophisticated trading businesses.
You will ideally bring:
5+ years' experience
in institutional sales, business development or a closely related commercial role.
Established relationships across Australia's
proprietary trading, HFT, market-making, quantitative or electronic trading ecosystem.
Experience working directly with trading firms, proprietary trading groups,



market makers or other sophisticated institutional clients.
A background in one or more of the following:
digital assets, derivatives, FX, CFDs, commodities, futures, exchanges, brokerage, prime brokerage, electronic trading, trading technology or market infrastructure.
Experience within a regulated exchange, broker, FCM, trading venue, liquidity provider, OMS/EMS, market-data provider or similar financial markets business.
A strong understanding of
market microstructure, maker-taker models, liquidity, execution and how sophisticated trading firms evaluate trading venues.
Familiarity with API and/or FIX connectivity and the requirements of electronic trading environments.
A strong track record of originating current institutional relationships and converting them into commercial business.
Experience managing complex commercial negotiations involving multiple internal and external stakeholders.
Strong commercial judgement and the ability to understand both client requirements and broader market opportunities.
The credibility and relationship-building skills to engage directly with senior stakeholders within trading organisations.
A genuine interest in digital assets and the evolution of institutional financial markets.
An entrepreneurial mindset and the motivation to build a new business channel from the ground up.
The ability to operate independently while leveraging the resources of a global organisation.
Why This Opportunity?
This is a rare opportunity to
build an institutional trading business from the ground up
within a globally recognised digital asset exchange.
You will not be inheriting a mature territory or simply managing an existing book. You will have the opportunity to shape the Australian strategy, develop the network, win new institutional relationships and establish the foundations of a significant new business channel.
The role combines the autonomy of a senior individual contributor with the resources of a global organisation, including established product, technology, liquidity, compliance and commercial infrastructure.
For an experienced institutional salesperson, it offers the opportunity to take their existing relationships and market expertise into one of the fastest-evolving areas of global financial markets.
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📌 Institutional Trading Partnership Lead | Global Crypto Exchange (Sydney)
🏢 Park Brown International
📍 Sydney