About us:

Luno is the crypto investment app you can rely on, enabling you to buy, store and explore crypto securely. We’re committed to putting the power of cryptocurrency in everyone's hands sensibly and responsibly.

Since 2013, we’ve helped millions of people around the world invest safely in crypto. We do this by cutting through the hype and supporting customers at every step of the way. All products and cryptocurrencies on our platform must first meet stringent legal, risk and technical security standards. 

Transparency is key for us. Luno stores all crypto on a 1:1 basis and we have rigorous processes in place so you can be confident your investment is secure. We’re available in more than 40 countries around the world and we work closely with respective regulators in all of these markets to be fully compliant, as we believe this is the best way to help everyone, everywhere, invest safely.

The role in a nutshell:

We are looking for an experienced and driven OTC sales person to be a key part of our APAC OTC Sales Trading Team.

This is a pure "sales trader" role, needing a persistent business developer who enjoys finding new opportunities, signing new clients, and executing trades with precision and efficiency. You will handle the entire sales and trade execution process, from start to finish, focusing on growing Luno's business client base across the APAC region.

This role will be responsible for creating outreach plans, finding potential clients, negotiating detailed multi-product deals, and expertly helping clients through the setup process. You will also be responsible for understanding market dynamics, quoting competitive prices, and managing the execution of large block trades and complex hedging strategies. You must be a proven salesperson with a strong network of business contacts across APAC, comfortable selling complex financial products and good at explaining their value clearly. If you are excited by the sales process and know how to close deals and execute trades in a fast-paced environment, this job is for you.

Your mission will be:

- Qualify and onboard OTC Customers

• You’ll be an integral member of the sales team to identify customers who are actively searching for liquidity providers in both the USDT/IDR, BTC/IDR and other crypto space.
• Your primary focus will be on customers with large volume demands ($100k+ per week)
• Work with the Onboarding and Treasury Analyst teams to successfully onboard these customers

- OTC Trading Operations:

• Acting as the main point of contact for customers to execute large trades with them e.g. making and receiving OTC quotes to customers as well as sourcing counter-trades.
• Ensuring that any anticipated OTC trades are pre-funded or have adequate credit facilities available.
• Maintaining strong relationships with traders and institutional customers.
• Managing any OTC trade disputes and OTC Working Capital.
• Ensure the Analysts and back office are providing timely settlement through well-established and tech-enabled processes.

- Execution and Monitoring:  

• Execution of trades according to approved trading strategies.
• Execution of OTC trades and counter-trades.
• Execution of market counter-trades should match counter-trades fall through.
• Actively manage the Profit and Loss of the APAC OTC desk against P/L targets and risk limits.

- Trading Strategy Development:  

• Give input into trading strategies for FX and Crypto assets, with a focus on risk management and maximising profitability. 
• Develop and implement trading strategies tailored to the APAC market.

- Market Analysis:  

• Conduct in-depth analyses of digital asset markets to identify trends, opportunities, and potential risks.
• Stay informed about market news, regulatory changes, and other factors affecting digital asset prices.
• Collaborate with the Treasury team to incorporate any insights into decisions made across Luno.
• Ensure compliance with local regulations and internal risk management policies.

- Reporting and Documentation:  

• Ensure that Luno maintains accurate records of trades, P/L, risk, and performance metrics.
• Generate regular reports for stakeholders, summarising trading activities, performance, and market insights.

- Luno capacity build 

• Create high-level specifications for improvements to Luno’s Trading and Risk Systems.
• Give input into development of automated solutions. 
• Evaluate and motivate for improvement of the risk frameworks and risk models in order to adapt to changing market dynamics.

A little about you:

• Minimum of 2 years of trading experience within a brokerage or sell-side OTC trading desk in crypto (preferred), FX, equities or derivatives in Indonesia and/or other regions in APAC. 
• Multi-country experience is strongly preferred as there will be an opportunity to grow along with the Luno business. 
• Proven track record of onboarding and growing institutional client accounts, and exceeding sales targets.
• Derivatives arbitrage knowledge or experience would be a plus.
• Ability to adapt to a fast-paced and dynamic trading environment. 
• Compliance with regulatory standards and a commitment to ethical trading practices. 
• Strong attention to detail and accuracy in trade execution and documentation. 
• Excellent interpersonal and communication skills, a strong team player. 
• Friendly, transparent, articulate and driven to succeed. 
• A passion for crypto.
• Proficient in English and Bahasa Indonesia, both written and verbal

Preferred qualifications:

• Strong understanding of OTC trading, market structure, fiat infrastructure (e.g. local payment rails) and execution strategies.
• Familiarity with trading platforms and APIs.
• Strong client network in Indonesia and broader APAC region.

Life at Luno:

• Remote but reachable work policy gives you the freedom to choose between working from home or the office.
• Plus the option to buy and sell up to 5 days leave
• Improve body and mind, with excellent private medical insurance
• Access to Learnably and our additional learning platforms for your personal and professional development
• 6 months primary care-giver leave
• Paw-ternity leave for your furry friend
• Annual Inspiration Day in addition to your annual leave which increases based on your length of service! 
• A collaborative, friendly work community, with regular social events and virtual cooking, dancing, drawing and house planting classes hosted by our Lunauts
• Free lunch and snacks
• 0 fees up to a certain amount with Luno from the day you start.*

*Offer only available on Luno Instant Buy, not Luno Exchange.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

About The Role

As an OTC Sales Trader, you will support the pricing, execution, and settlement of over-the-counter (OTC) digital asset trades for institutional, corporate, and high-net-worth clients.

You will work closely with senior traders, sales, and operations teams to gain hands-on exposure to crypto markets, client interactions, and OTC trade workflows. This role is ideal for talents who are passionate about digital assets, eager to learn, and comfortable working in a fast-paced environment.

• Execution & Pricing: Provide real-time price quotes, negotiate trade terms, and execute large-volume orders with minimal slippage.
• Relationship Management: Proactively build and maintain a network of institutional counterparties, funds, and corporate treasuries through "white-glove" service.
• Market Insights: Deliver "market color" to clients, translating complex dynamics (volatility, funding rates, liquidity shifts) into actionable trading ideas.
• Risk Management: Manage position exposures in real-time, adhering to strict internal risk frameworks and regulatory compliance
• Business Development: Partner with sales and product teams to identify new revenue streams, onboard new clients, and enhance internal trading infrastructure.

• Experience: Generally 3-5+ years in sales trading, with a proven track record of revenue generation and client flow.
• Education: Bachelor’s or Master’s degree in Finance, Economics, Engineering, or Mathematics.
• Technical Proficiency: Mastery of trading platforms (i.e. Binance, OKX, Bybit, Coinbase, Bitkub, Indodax, Tokocrypto)
• Soft Skills: Exceptional negotiation abilities, emotional discipline under pressure, and clear persuasive communication.