Why This Role Exists Gate's institutional business is entering its next phase, and we're building a dedicated relationship management function whose sole mandate is our institutional client base: deepening relationships, unlocking wallet share, and making sure every client gets world-class coverage. This is a ground-floor opportunity. You won't be inheriting a rigid playbook — you'll help write it. What You'll Own - Manage a portfolio of institutional clients — trading firms, funds, market makers, and family offices — as their primary point of contact at Gate. - Deepen and grow relationships: understand each client's trading needs, identify opportunities across our product suite, and drive activation, retention, and share of wallet. - Coordinate internal resources across product, operations, and support to resolve client needs quickly and deliver a seamless institutional experience. - Gather structured client feedback and channel it into product and process improvements — you're the client's voice inside Gate. - Help shape the account management function itself: coverage models, engagement cadences, and best practices for a growing team.
Who We're Looking For - 3–7 years of experience managing institutional clients — this is a relationship management role, not a customer service role, and we're specifically looking for people who have owned institutional relationships end to end. - Backgrounds we're open to: crypto exchanges, crypto buy-side (funds, trading firms, market makers), or strong TradFi profiles (prime brokerage, institutional coverage) looking to move into crypto. - Experience in the crypto space with an existing network of institutional contacts is a strong plus. - Commercially sharp: you know how to grow an account, not just maintain it. - Comfortable operating in a fast-moving, less-structured environment — you see ambiguity as room to build. - English is mandatory; bilingual preferred.
Why This Role Is Worth Your Time You'll be joining at the exact moment the function is being built. Less structure means more ownership — the chance to define how one of the world's top exchanges serves its institutional clients, with direct visibility to senior leadership and a clear path to grow as the team scales.
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