Institutional Business Development
Skills
About This Role
About Gate
Founded in 2013, Gate is one of the world's top three cryptocurrency exchanges, trusted by over 50 million users globally.
We offer a comprehensive suite of digital asset trading and wealth management services — from spot and derivatives to structured products — built on a foundation of security, innovation, and scale.
We are a remote-first, globally distributed team united by a single mission: building the future of Web3.
At Gate, bold ideas move fast.
We welcome builders, thinkers, and operators who take ownership and push the frontier — because that's exactly how we've grown into a global leader.
Join us and shape what comes next. 🚀
What You'll Do
We're looking for a driven Institutional Business Development professional to own and grow our highest-value exchange relationships.
As the strategic link between Gate and the most sophisticated market participants globally, you'll build the institutional infrastructure that powers our liquidity, trading volume, and market positioning.
Responsibilities
- Source, pitch, and onboard institutional clients — Market Makers, HFTs, Brokers, and Asset Managers — building a high-conversion pipeline that directly drives platform liquidity and revenue.
- Lead commercial negotiations end-to-end: fee structures, rebate schemes, and liquidity arrangements — partnering cross-functionally to optimise execution and outcomes.
- Own the full lifecycle of Gate's key institutional relationships, ensuring depth, durability, and consistent growth in trading engagement.
- Identify and unlock expansion opportunities within the existing institutional client base — boosting retention, trading volume, and the scope of strategic cooperation.
- Stay ahead of competitive dynamics and market shifts, translating intelligence into actionable positioning strategies.
What We're Looking For
- 3+ years of institutional BD or sales experience in crypto, trading, or financial services — ideally within exchanges, investment firms, institutional brokerages, or electronic trading environments.
- A proven track record of bringing in and closing institutional clients: market makers, funds, brokers, and similar sophisticated counterparties.
- Demonstrated ability to manage and grow large institutional accounts, with measurable impact on revenue or trading volume.
- Strong command of trading products across spot, derivatives, and structured offerings.
- A self-starter mindset: high ownership, strong execution, and a bias for action.
- Excellent communication and presentation skills — you can command a room and close a deal.
- Fluency in English and Mandarin required for internal and external communications.
Why Gate
- **Full ownership, real impact.**
- You'll run the institutional client lifecycle end-to-end — from first conversation to long-term partnership — with direct visibility into volume and revenue outcomes.
- **Tier-one counterparties.**
- Work alongside and negotiate with the best: market makers, HFT firms, hedge funds, and global brokers.
- **Commercial depth.**
- Get hands-on with deal structuring, fee negotiations, and liquidity strategy at a scale few roles offer.
- **Unmatched product breadth.**
- A platform spanning spot, derivatives, and structured products gives you the firepower to meet institutional clients where they are.
- **Scale with us.**
- Gate is growing fast — and so is this team.
- Step in now and help define what institutional coverage looks like at one of the world's leading exchanges.
- *We regret to inform that only shortlisted candidates will be contacted.*
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