Principal, Institutional Sales

About the role

This role focuses on expanding Gemini's institutional Over-The-Counter (OTC) trading business. The Principal will be responsible for identifying, onboarding, and nurturing relationships with a diverse range of institutional clients, including hedge funds, proprietary trading firms, and asset managers. A key part of the work involves driving trading flow across spot, derivatives, and structured products through Gemini's OTC platform, ensuring consistent revenue generation.

The position requires close collaboration with Gemini's trading team to enhance execution quality, improve liquidity, and optimize spreads. Success in this role means not only growing existing client accounts but also proactively identifying new revenue streams within OTC, custody, staking, and derivatives. The Principal will act as a key representative for Gemini in client engagements and industry events, gathering feedback to inform product and execution improvements.

Candidates should be prepared to operate with an entrepreneurial mindset within a fast-paced, high-accountability environment. The role demands strong communication and negotiation skills to manage senior institutional relationships effectively. A deep understanding of OTC market structure, liquidity dynamics, and execution workflows, whether from traditional finance or digital assets, is crucial for navigating this landscape and contributing to Gemini's strategic growth in the institutional sector.

The base salary for this remote role is $150,000, specifically noted for New York, and is supplemented by a competitive commission-based bonus and an equity grant.

Skills that matter here

• institutional sales: This role requires a background in institutional sales to originate and grow client relationships with various financial entities.
• OTC trading: Experience in OTC trading is essential for driving spot, derivatives, and structured product flow through the platform.
• execution roles: Prior experience in execution roles will help in providing risk-aware execution strategies and partnering with the trading team.
• derivatives: A strong understanding of derivatives is needed to drive trading flow and identify new revenue opportunities.
• traditional markets (FX, equities, commodities, fixed income): Experience in traditional markets provides a foundational understanding relevant to digital asset trading and institutional client needs.
• digital assets: Familiarity with digital assets is important for understanding the crypto-native institutions and the evolving market.

Who this role suits

• A person with 8-10+ years of experience in institutional sales or trading.
• Someone who has a proven track record of generating significant trading volume and revenue.
• An individual with established relationships across various institutional client types.
• A professional who thrives in a fast-paced, high-accountability setting and possesses an entrepreneurial drive.

From the employer

Responsibilities:

• Originate, onboard, and grow institutional OTC relationships across hedge funds, prop trading firms, asset managers, family offices, and crypto-native institutions
• Drive spot, derivatives, and structured flow through Gemini’s OTC platform
• Maintain high-touch coverage of key institutional clients, providing market color, trade ideas, and risk-aware execution strategies
• Partner with Trading to improve spreads, liquidity depth, and overall execution quality
• Identify and develop new institutional revenue opportunities across OTC, custody, staking, and derivatives
• Build and expand strategic partnerships across funds, intermediaries, fintechs, and crypto-native ecosystems
• Represent Gemini in institutional sales cycles, client engagements, and industry conferences
• Capture and synthesize client feedback to inform Trading and Product improvements across execution and infrastructure
• Support and help shape institutional go-to-market strategy across OTC and adjacent product lines

Qualifications:

• 8-10+ years of experience in institutional sales, OTC trading, or execution roles
• Strong track record of generating meaningful institutional trading volume and revenue
• Deep existing relationships across hedge funds, prop trading firms, family offices, asset managers, and crypto-native institutions
• Strong understanding of OTC market structure, liquidity dynamics, derivatives, and execution workflows
• Experience across traditional markets (FX, equities, commodities, fixed income) and/or digital assets
• Familiarity with institutional onboarding, DDQs, and regulated financial environments
• Strong communication and negotiation skills with senior institutional counterparts
• Entrepreneurial mindset with ability to operate in a fast-paced, high-accountability environment
• Bachelor’s degree required; advanced degree a plus

It Pays to Work Here:

• Competitive starting pay
• Competitive commission-based bonus
• Long-term incentive in the form of a new hire equity grant
• Comprehensive health plans
• 401K with company matching
• Paid Parental Leave
• Flexible time off

Salary Range:

The base salary for this role is $150,000 in the State of New York. In addition to the base salary, this role is eligible for our competitive bonus commission plan, including a direct percentage commission payout based on revenue generated from covered clients. The base salary is also not inclusive of our equity package.