Institutional Sales Lead

As an Institutional Sales Lead at GRVT, you own institutional sales across funds, proprietary trading firms, market makers, and family offices. You develop and maintain strong relationships with institutional clients actively trading crypto derivatives, drive market maker coverage, and act as a senior external representative of GRVT to articulate product value and market positioning.

What you'll do

• Own and drive institutional sales across funds, proprietary trading firms, market makers, and family offices
• Develop and maintain strong relationships with institutional clients actively trading crypto derivatives, including options and perpetuals
• Lead market maker coverage and relationship management, ensuring healthy liquidity provision, spread competitiveness, and trading performance on the platform
• Negotiate commercial terms, trading incentives, and volume agreements with institutional clients and liquidity providers
• Act as a senior external representative of GRVT, clearly articulating product value, trading infrastructure strength, and market positioning
• Drive institutional onboarding from first engagement through activation, ensuring efficient coordination with internal teams
• Work closely with Product, Engineering, and Operations to communicate institutional client feedback and improve trading infrastructure, liquidity programs, and execution quality
• Monitor trading activity, market structure trends, and competitor dynamics to proactively refine institutional sales strategy
• Represent GRVT at industry events and trading-focused forums to expand institutional pipeline and strengthen brand credibility
• Design and scale repeatable institutional sales processes, pipeline tracking, and revenue forecasting

What you bring

• 7+ years of experience in institutional sales within crypto, traditional finance, derivatives trading, or trading infrastructure
• Strong understanding of crypto derivatives markets, including options and perpetuals, and institutional trading workflows
• Proven experience managing relationships with market makers and liquidity providers
• Demonstrated track record of originating and closing institutional trading accounts
• Strong commercial acumen with experience negotiating trading terms, rebates, and incentive structures
• Excellent communication and stakeholder management skills
• An established network within the global crypto trading, market making, or derivatives ecosystem

Nice to have

• Prior experience at crypto exchanges (CEX or DEX), prime brokerage firms, trading venues, or derivatives platforms
• Direct experience managing liquidity programs or market maker coverage
• An existing book of institutional trading relationships
• Multilingual capabilities, such as English plus Mandarin or other major regional languages