Senior Manager, Institutional Partnership

Ajaib seeks a seasoned Senior Manager, Institutional Partnerships to lead our liquidity and partnership initiatives. In this role, you will cultivate and manage relationships with existing market makers and liquidity providers on our cryptocurrency exchange, while also identifying and onboarding new partners. You will work cross-functionally with trading, product, and compliance teams to optimize market-making operations and ensure robust liquidity. Your expertise in business development, market analysis, negotiation, and strategic partnerships will drive our exchange’s growth and efficiency. Manage and strengthen relationships with Ajaib’s current market maker partners and liquidity providers, ensuring they meet performance and compliance expectations. Identify, engage, and onboard new market-making firms (especially local Indonesian liquidity providers) to expand Ajaib’s partner network. Develop and negotiate partnership agreements, including liquidity incentives and pricing models, aligned with company objectives and regulatory requirements. Analyze exchange order book data, trading volumes, and spread metrics to assess liquidity needs and inform strategic decisions. Collaborate with trading, product, legal, and compliance teams to integrate market maker programs, set KPIs, and resolve technical or operational issues. Monitor the performance of market makers, tracking KPIs (liquidity depth, spread, volume) and preparing regular reports with insights and recommendations. Bachelor’s degree in Finance, Economics, Business, or a related field; MBA or advanced degree is a plus. 5+ years of experience in fintech, cryptocurrency, trading, or financial services, with roles in business development, partnerships, or trading desks. Proven track record of building and managing strategic B2B partnerships, preferably with market makers or institutional clients. Deep understanding of cryptocurrency markets, trading strategies, and market making dynamics (market makers provide liquidity by placing buy/sell orders and narrowing spreads. Strong analytical skills with the ability to interpret market data, trends, and platform performance. Excellent negotiation, communication, and interpersonal skills. Familiarity with the Indonesian regulatory environment for digital assets, including OJK/BAPPEBTI guidelines. Self-starter mindset, capable of working independently and driving initiatives in a fast-paced startup setting.