Job Description:
Why This Role Exists
Gate's institutional business is entering its next phase, and we're building a dedicated relationship management function whose sole mandate is our institutional client base: deepening relationships, unlocking wallet share, and making sure every client gets world-class coverage.
This is a ground-floor opportunity. You won't be inheriting a rigid playbook — you'll help write it.
What You'll Own
- Manage a portfolio of institutional clients — trading firms, funds, market makers, and family offices — as their primary point of contact at Gate.
- Deepen and grow relationships: understand each client's trading needs, identify opportunities across our product suite, and drive activation, retention, and share of wallet.
- Coordinate internal resources across product, operations, and support to resolve client needs quickly and deliver a seamless institutional experience.
- Gather structured client feedback and channel it into product and process improvements — you're the client's voice inside Gate.
- Help shape the account management function itself: coverage models, engagement cadences, and best practices for a growing team.
Job Requirements:
Who We're Looking For
- 3–7 years of experience managing institutional clients — this is a relationship management role, not a customer service role, and we're specifically looking for people who have owned institutional relationships end to end.
- Backgrounds we're open to: crypto exchanges, crypto buy-side (funds, trading firms, market makers), or strong TradFi profiles (prime brokerage, institutional coverage) looking to move into crypto.
- Experience in the crypto space with an existing network of institutional contacts is a strong plus.
- Commercially sharp: you know how to grow an account, not just maintain it.
- Comfortable operating in a fast-moving, less-structured environment — you see ambiguity as room to build.
- English is mandatory; bilingual preferred.
Benefits:
Why This Role Is Worth Your Time
You'll be joining at the exact moment the function is being built. Less structure means more ownership — the chance to define how one of the world's top exchanges serves its institutional clients, with direct visibility to senior leadership and a clear path to grow as the team scales.
