Job Description
Park Brown has been exclusively appointed by a leading global digital asset exchange to identify a senior institutional sales qualified to build and own its HFT and proprietary trading business across the Australian market.
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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.
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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.
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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.
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The Role
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As Director, Institutional Sales, you will take commercial ownership of developing the Australian HFT and proprietary trading channel.
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You will be responsible for originating new relationships, developing a high-quality institutional pipeline, managing the commercial sales cycle and growing relationships post-onboarding.
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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.
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You will work closely with global commercial, product, technology, compliance and legal teams to deliver solutions tailored to sophisticated trading clients.
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Key Responsibilities
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Build and execute the strategy for developing institutional trading relationships across the Australian market.
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Establish and grow relationships with proprietary trading firms, HFTs, market makers, quantitative trading firms and other sophisticated institutional trading businesses.
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Leverage your existing network while continuously expanding the firm's reach across Australia's electronic trading ecosystem.
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Own the full commercial sales cycle from prospecting and relationship development through to negotiation, onboarding and account growth.
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Develop a strong pipeline of institutional prospects and convert relationships into active trading accounts.
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Build trusted relationships with senior decision-makers across trading organisations, understanding their strategies, venue requirements and commercial priorities.
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Lead commercial negotiations covering fee structures, rebates, liquidity incentives and other trading economics.
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Work closely with internal product and technology teams to address client requirements and develop appropriate solutions.
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Coordinate client onboarding, including
wholesale/sophisticated
investor classification, KYC and legal documentation, working closely with Compliance and Legal.
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Support technical discussions around API/FIX connectivity, integration requirements and, where relevant, colocation and low-latency infrastructure.
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Gather market intelligence and client feedback and translate this into actionable recommendations for product and commercial teams.
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Manage and grow existing institutional relationships, identifying opportunities to increase trading volumes, product adoption and wallet share.
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Represent the business at relevant institutional trading conferences, industry events and trading community gatherings.
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Maintain a strong understanding of developments across digital assets, electronic trading, market structure and institutional market access.
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What We're Looking For
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We are looking for a senior institutional sales or business development skilled with a strong understanding of electronic trading and an established network across sophisticated trading businesses.
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You will ideally bring:
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5+ years' experience in institutional sales, business development or a closely related commercial role.
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Established relationships across Australia's proprietary trading, HFT, market-making, quantitative or electronic trading ecosystem.
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Experience working directly with trading firms,



proprietary trading groups, market makers or other sophisticated institutional clients.
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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.
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Experience within a regulated exchange, broker, FCM, trading venue, liquidity provider, OMS/EMS, market-data provider or similar financial markets business.
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A strong understanding of market microstructure, maker-taker models, liquidity, execution and how sophisticated trading firms evaluate trading venues.
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Familiarity with API and/or FIX connectivity and the requirements of electronic trading environments.
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A strong track record of originating new institutional relationships and converting them into commercial business.
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Experience managing complex commercial negotiations involving multiple internal and external stakeholders.
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Robust commercial judgement and the ability to understand both client requirements and broader market opportunities.
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The credibility and relationship-building skills to engage directly with senior stakeholders within trading organisations.
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A genuine interest in digital assets and the evolution of institutional financial markets.
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An entrepreneurial mindset and the motivation to build a new business channel from the ground up.
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The ability to operate independently while leveraging the resources of a global organisation.
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Why This Chance?
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This is a rare prospect to build an institutional trading business from the ground up within a globally recognised digital asset exchange.
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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.
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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.
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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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📌 Director, Institutional Sales | Global Crypto Exchange (New South Wales)
🏢 Park Brown International
📍 New South Wales