Institutional BD Team Lead

Company Overview

• Gate is a global crypto exchange founded in 2013, consistently ranked among the top exchanges by trading volume and product breadth.
• With institutional operations spanning 100+ countries, we sit at the center of the global crypto ecosystem — and we're building the team to match that scale.
• The opportunity
• This role was built for someone who's been doing the work of a leader without the title.
• You've spent years in institutional BD at a crypto exchange or digital assets firm.
• You know how to open doors, close deals, and read the market.
• You've probably been the one others on the team turn to.
• Now you want the scope, the mandate, and the ownership to match.
• That's exactly what this is.
• As BD Team Leader, you'll own new institutional client acquisition — market makers, prop trading firms, HFT, hedge funds, asset managers, family offices, and ecosystem partners — and build the team around you to scale it.
• This isn't a role where you inherit someone else's playbook.
• You'll set the strategy, choose who you hire, and be directly accountable for results.
• If you've been waiting for the chance to prove what you can do with real ownership, this is it.
• What you'll own
• Your own institutional pipeline — identifying, targeting, and closing new partnerships across the global crypto ecosystem
• Team building — you hire for your team, set the culture, and develop the people around you
• Market intelligence — tracking competitive dynamics and regulatory shifts to stay ahead and feed into broader strategy
• Cross-functional influence — working directly with Product, Compliance, Marketing, and Tech to shape how Gate serves institutional clients
• Visibility — reporting directly to senior leadership with data-backed pipeline reviews and strategic recommendations
• What we're looking for
• 3-5+ years in institutional BD, with a strong track record of opening relationships and closing complex deals
• Direct experience at a crypto exchange, digital assets firm, or fintech — you understand how these businesses work from the inside
• Deep familiarity with institutional crypto: market structure, trading dynamics, and the key players (HFT, MM, hedge funds, asset managers, protocols)
• Experience at or alongside a top-tier CEX — Binance, OKX, Bybit, Bitget, or similar — is a strong plus
• Existing institutional network you can activate
• Execution-focused and comfortable with ambiguity — you don't wait to be told what to do
• Fluency in both English and Mandarin is required
• What we offer
• Commission on your own deals and your team's performance — you eat what you hunt, and you benefit from what your team builds
• A genuine leadership mandate at a top-10 global exchange — not a manager title with no authority
• Full ownership to build your team your way, including the option to bring people you've already worked with
• Fully remote, globally distributed team
• Direct exposure to the full product suite: spot, derivatives, OTC, lending, and Web3
• *We regret to inform that only shortlisted candidates will be contacted.*