Institutional Sales (Crypto)

About Gate

Founded in 2013, Gate is a leading global cryptocurrency exchange, serving 50M+ users with a full suite of digital asset trading and wealth management services.Ranked third globally in overall exchange ranking.

We are a remote-first, globally distributed team, building the future of Web3 through innovation, collaboration, and speed. At Gate, you’ll have the opportunity to work on cutting-edge , We welcome every team member who dares to innovate and actively shares their ideas, driving progress together., and grow alongside a fast-scaling global business.

Join us to help shape the future of crypto. 🚀

We are looking for

We are hiring an Institutional Business Development professional to drive and manage high-value institutional relationships on our platform. You'll be the bridge between our exchange and the most sophisticated players in the market — cultivating partnerships with market makers, hedge funds, prime brokers, and proprietary trading firms to deepen liquidity and accelerate trading growth.

We welcome candidates from traditional finance, brokerage, or client coverage roles who are interested in moving into the digital asset space. Your experience in managing institutional clients, understanding trading workflows, and driving client growth will translate directly into this role. This is an opportunity to work with crypto-native clients while building expertise in one of the fastest-growing segments of financial markets.

Responsibilities

• Source and onboard institutional clients (Market Makers, HFTs, Brokers, Asset Managers) for liquidity of products on Gate platform. Build and manage a strong pipeline of high-value trading partners.
• Structure and negotiate commercial terms (fees, rebates, liquidity support), partner with internal teams to optimise liquidity and execution.
• Manage Gate's key large institutional clients, and to maintain long-term relationship.
• Boost existing institutional clients' retention and trading volume, explore and expand in-depth business cooperation with them.
• Monitor competitors and identify opportunities to strengthen market positioning.

Qualifications

• 3+ years in institutional BD / sales within crypto, trading, or financial services, especially crypto exchanges, investment firms, institutional brokerages or electronic trading firms. Welcome candidates who are experienced in Web2, and would like to get involved in crypto space.
• Strong experience in bringing in institutional clients (e.g. market makers, funds, brokers). Proven ability to drive revenue or trading volume
• Proven experience in managing large institutional clients, and boosting revenues.
• Strong understanding of trading products.
• Self-starter with strong ownership and execution ability
• Excellent verbal/written communication and presentation skills.
• Fluent in English, Mandarin is a strong plus.

Why Join Us

• Own the full institutional client lifecycle, from sourcing and closing to managing and growing institutional relationships, with direct impact on trading volume and revenue.
• Work with top-tier market participants including market makers, HFT firms, funds, and brokers across global markets.
• High commercial exposure, directly involved in deal structuring, fee negotiations, and liquidity strategies.
• Global platform with strong product ecosystem, across spot, derivatives, and structured offerings, enabling deeper client engagement.
• Opportunity to scale with the business, play a key role in expanding institutional coverage as the platform continues to grow.