Principal, Institutional Sales

As Principal of Institutional Sales at Gemini, you own and grow the institutional OTC and broader execution business. You 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 based in New York City and requires in-person presence twice a week.

What you'll do

• 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

What you bring

• 8-10+ years of experience in institutional sales, OTC trading, or execution roles
• A 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
• A strong understanding of OTC market structure, liquidity dynamics, derivatives, and execution workflows
• Experience across traditional markets such as FX, equities, commodities, or fixed income, and/or digital assets
• Familiarity with institutional onboarding, DDQs, and regulated financial environments
• Strong communication and negotiation skills with senior institutional counterparts
• An entrepreneurial mindset with the ability to operate in a fast-paced, high-accountability environment
• A Bachelor's degree

Nice to have

• An advanced degree

What we offer

• Base salary of $150,000 in New York State
• Competitive commission-based bonus with direct percentage commission payout based on revenue generated from covered clients
• Long-term incentive in the form of a new hire equity grant
• Comprehensive health plans
• 401(k) with company matching
• Paid Parental Leave
• Flexible time off
• Hybrid work with in-person presence twice weekly at the New York City office

About Gemini

Gemini is a global crypto and Web3 platform founded by Cameron and Tyler Winklevoss in 2014, offering crypto products and services to individuals and institutions in over 70 countries. As a publicly traded company, Gemini works to bridge traditional finance with the emerging cryptoeconomy in a way that is more open, fair, and secure.