Institutional Sales (Forex)
ATFX MENA
Job Overview:
ATFX MENA is seeking a commercially driven Institutional Sales professional to develop institutional business opportunities across the MENA region. The role focuses on identifying and engaging FX/CFD brokers and financial institutions, understanding their liquidity and trading requirements, and introducing qualified opportunities to the relevant overseas ATFX Group entities responsible for providing liquidity, execution and brokerage services.
Key Responsibilities:
Client Relationship Management:
Build and maintain strong relationships with FX/CFD brokers, financial institutions, proprietary trading firms and other eligible institutional prospects. Understand their business models, liquidity requirements and commercial needs to facilitate suitable introductions to the relevant ATFX Group entities.
Sales & Business Development:
Drive institutional business development through prospect identification, outbound engagement, qualification and introduction of potential clients to the relevant overseas ATFX Group entities. Coordinate communication and follow-up throughout the referral process, maintain a disciplined pipeline and contribute to regional business development objectives. Commercial negotiations and trading terms are handled by the responsible Group entities.
Market Knowledge & Expertise:
Demonstrate practical knowledge of institutional FX/CFD markets, liquidity aggregation, execution quality, pricing and markups, STP/A-book models, prime-of-prime services and brokerage infrastructure. Track competitors, client needs and market developments to uncover opportunities.
Product Offering:
Demonstrate strong knowledge of the multi-asset liquidity and execution services offered by relevant overseas ATFX Group entities, including FX, precious metals, indices and commodities. Identify prospective clients’ requirements and facilitate discussions with the responsible Group entities regarding available products and solutions.
Cross-Department Collaboration:
Collaborate with relevant Group teams, including Trading, Risk, Operations, Compliance and Technology, to facilitate client introductions, communicate requirements and coordinate onboarding-related information. Refer commercial, technical and execution-related matters to the responsible Group entities/Teams
Market Analysis & Reporting:
Maintain accurate CRM records, prospecting activities, referral pipeline and business development forecasts. Track the progress and commercial contribution of introduced business using information made available through approved internal reporting channels and share relevant market intelligence with regional management.
Compliance & Risk Management:
Follow applicable regulatory requirements, internal policies and approved procedures. Coordinate with Compliance on appropriate client communications, referral documentation and escalation of potential issues.
Key Qualifications:
Institutional FX/CFD liquidity sales or institutional trading services experience is strongly preferred. Strong B2B brokerage candidates with relevant broker relationships and demonstrable new-business results may also be considered. Typically, 3+ years of relevant commercial experience; proven capability matters more than tenure alone.
A degree in Finance, Economics, Business or a related discipline is advantageous; equivalent relevant industry experience is welcome.
Relevant industry qualifications or technical training are a plus.
Working understanding of institutional liquidity, brokerage business models, execution, spreads/commissions and trading technology (e.g., MT4/MT5, bridges or aggregators).
Ability to prospect independently, develop senior stakeholder relationships and communicate value to sophisticated B2B clients.
Strong commercial judgment, negotiation, solution selling and deal-closing skills; an existing relevant institutional network is a significant advantage.
Comfortable using CRM tools such as Salesforce for pipeline discipline, forecasting and account management.
Clear written and verbal communication skills in English; additional regional languages are an advantage.
Personal Attributes:
Self-directed, accountable and resilient, with an entrepreneurial approach to opening new markets and accounts.
Curious about how brokers operate; analytical enough to understand trading flow, client economics and execution trade-offs.
Collaborative, ethical and comfortable working across commercial and technical teams in a fast-moving environment.
Working Conditions:
Full-time, Dubai-based role with regional client coverage and occasional travel for meetings, industry events and conferences.
Competitive compensation with performance-based incentives, subject to company policy.