The Department: Institutional SalesThe Role:Principal, Institutional SalesGemini is seeking a highly experienced Institutional Sales & OTC Lead (Principal-level) to own and grow our institutional OTC and broader execution business. This individual will sit at the center of Gemini's institutional revenue engine, responsible for driving OTC trading flow, expanding institutional relationships, and ensuring seamless execution across spot, derivatives, and structured flows.
This role is required to be in person twice a week at our New York City, NY office.
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 HereThe compensation & benefits package for this role includes:
- 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. When determining a candidate's compensation, we consider a number of factors including skillset, experience, job scope, and current market data.
In the United States, we offer a hybrid work approach at our hub offices, balancing the benefits of in-person collaboration with the flexibility of remote work. Expectations may vary by location and role, so candidates are encouraged to connect with their recruiter to learn more about the specific policy for the role. Employees who do not live near one of our hubs are part of our remote workforce.
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