Own institutional client relationships from strategic introduction through onboarding, go-live, and account growth. Build business cases, negotiate commercial terms, coordinate Compliance, Legal, Operations, Technology, and manage complex multi-entity implementations. Maintain account plans, expand products and payment corridors, monitor client health, support KYC reviews, record CRM activity, and escalate compliance concerns.
Zodia Markets is a regulated institutional digital-asset brokerage backed by SC Ventures (the innovation and ventures arm of Standard Chartered, our majority shareholder). We provide institutional clients with stablecoin FX execution, liquidity and near-instant cross-border settlement across multiple stablecoins and 20+ fiat currencies.
Having found a strong product-market fit for corporate stablecoin payments, we are now scaling that into our core focus area, underpinned by a scalable technology platform built to run it at institutional scale. As financial markets move toward always-on, programmable infrastructure, we believe institutions should be able to move capital globally with the same speed and ease as information — and we are building the regulated infrastructure to make that possible.
Today we serve banks, asset managers, hedge funds, payment providers, corporates and digital-asset institutions globally — institutional counterparties only, never retail. The team is 60+ people: a mid-sized regulated financial institution, not an early-stage startup.
Role Purpose
Working closely with the Co-Founder and Chief Strategy Officer, you will own each assigned client end to end: introduce Zodia Markets at a strategic level, build the business case, run the onboarding as a structured project, bring the client live, and then grow the relationship in products, corridors and share of wallet. Our clients are institutions, often complex groups with several legal entities worldwide. The role therefore calls for a structured project manager with commercial judgement more than for an outgoing salesperson.
Key Responsibilities
Business case and commercial terms
Skills and Experience
Benefits
Having found a strong product-market fit for corporate stablecoin payments, we are now scaling that into our core focus area, underpinned by a scalable technology platform built to run it at institutional scale. As financial markets move toward always-on, programmable infrastructure, we believe institutions should be able to move capital globally with the same speed and ease as information — and we are building the regulated infrastructure to make that possible.
Today we serve banks, asset managers, hedge funds, payment providers, corporates and digital-asset institutions globally — institutional counterparties only, never retail. The team is 60+ people: a mid-sized regulated financial institution, not an early-stage startup.
Role Purpose
Working closely with the Co-Founder and Chief Strategy Officer, you will own each assigned client end to end: introduce Zodia Markets at a strategic level, build the business case, run the onboarding as a structured project, bring the client live, and then grow the relationship in products, corridors and share of wallet. Our clients are institutions, often complex groups with several legal entities worldwide. The role therefore calls for a structured project manager with commercial judgement more than for an outgoing salesperson.
Key Responsibilities
Business case and commercial terms
- Accept, reject or return opportunities at Gate 1 within five business days, based on the gate criteria
- Lead the strategic introduction of the firm to the client’s senior stakeholders; understand the client’s business, flows and group structure
- Build the business case and proposal with Product, and agree commercial terms within the pricing policy
- Present the onboarding plan and capacity request at Gate 2
- Map the client’s entities, jurisdictions, ownership and use cases; agree the onboarding plan and timeline with the client
- Issue the requirements pack and collect KYC/KYB documentation directly from the client, with Onboarding Support checking completeness
- Coordinate Compliance, Legal, Operations and Technology. Respond to Compliance queries and never pre-empt the Compliance decision
- Manage risks and dependencies, and report status to the client and internally until go-live
- Bring the client live: first transactions, portal and API access, and handover of daily service to the Client Desk
- Maintain an account plan per client; hold regular reviews (quarterly business reviews for Tier 1)
- Introduce new products and corridors and increase share of wallet; open opportunities with Product where the client needs something new
- Monitor client activity and health. Act on declines early, and propose re-tiering or exit where a client is uneconomic
- Support periodic KYC reviews and changes to the client’s structure together with Onboarding Support and Compliance
- Act as named deputy for a colleague’s accounts; keep account information current so that cover is seamless
- Record key interactions, decisions and next steps in the CRM, including decisions agreed in chat channels
- Escalate unusual client activity or concerns to Compliance in line with firm procedures
- Revenue and growth of the book; net revenue retention
- Time from Gate 2 to go-live
- Share of onboarding files accepted by Compliance at first submission
- Products and corridors per client; delivery of account plans
- Client health and feedback
Skills and Experience
- Senior AM: 10+ years; AM: 6+ years in relationship management, client implementation or onboarding of institutional clients in transaction banking, cash management, payments, prime services, custody or digital-asset infrastructure
- Proven management of complex, multi-entity, multi-jurisdiction onboardings or implementations from start to go-live
- Solid understanding of KYC/KYB for institutions: corporate structures, UBO identification, regulated-status evidence, source of funds
- Commercial acumen: can build a business case, negotiate terms and grow a book
- Knowledge of payment systems and stablecoin settlement; a project-management qualification is an advantage
- Structured, organised and reliable; plans the work and keeps commitments
- A trusted adviser who is patient with complex client organisations
- Commercially curious; spots the next product for a client
- Respects controls and works with Compliance, not around it
Benefits
- Direct exposure to institutional digital-asset markets and high-calibre counterparties, including central banks, regulators and C-suite individuals
- Exposure to a truly global market and worldwide counterparties
- Significant autonomy and responsibility from day one
- Opportunity to grow alongside a specialist VASP in a rapidly evolving sector
Zodia Markets London, England Office
London, United Kingdom
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