BD Manager, Broker-Dealer OTC

The Business Development Manager – Broker-Dealer OTC is responsible for driving revenue growth for the Company’s VARA-regulated virtual asset broker-dealer business in the UAE, focusing on institutional, corporate, professional, and high-net-worth clients, while supporting controlled expansion into approved retail segments.The role leads disciplined commercial development across OTC flows, brokerage, partnerships, and market-entry channels, ensuring all client engagement and business activities are accurate, compliant, and aligned with VARA requirements on conduct, client classification, financial promotions, and risk management.Key ResponsibilitiesBuild and manage a pipeline of UAE-based and approved cross-border institutional, corporate, and professional clients for OTC broker-dealer and virtual asset servicesDevelop controlled retail opportunities (affluent, self-directed, partnerships) within licensing scope and target market governanceLead commercial positioning of the OTC offering, ensuring alignment with approved execution, settlement, and operational capabilitiesDrive UAE market expansion through sector prioritisation, client coverage strategy, and whitespace identificationEnsure all client communications and proposals are accurate, balanced, and compliant with approved disclosuresPartner with Compliance, Legal, and Operations to ensure full onboarding completion (KYC/KYB, classification, approvals) prior to activationMaintain alignment with client segmentation, jurisdictional restrictions, and target market frameworksDevelop and manage introducers, partners, and commercial channels with appropriate due diligence and governanceCoordinate with internal teams (Trading, Ops, Product, Finance) to support client execution and service deliveryEscalate client, conduct, regulatory, or onboarding issues to relevant stakeholders in a timely mannerMaintain accurate pipeline tracking, reporting, and revenue forecastingMonitor market trends, competitor activity, and client demand to inform growth strategyEnsure marketing and financial promotions are compliant and appropriately targetedSupport post-sale client engagement, issue resolution, and remediation where requiredQualifications & ExperienceBachelor’s degree in Business, Finance, Economics, Marketing, or related field7+ years of experience in business development, institutional sales, brokerage, OTC markets, capital markets, or commercial expansionStrong background in regulated financial services such as securities, brokerage, fintech, payments, FX, commodities, or virtual assetsProven experience covering institutional and sophisticated client segments, with understanding of onboarding, client classification, and lifecycle dependenciesGood knowledge of the UAE market, including institutional, corporate, and family office dynamicsPractical understanding of regulatory expectations across conduct, financial promotions, and escalation frameworks#J-18808-Ljbffr