Institutional Business Development

About Gate

Gate was established in 2013 and ranks among the top three cryptocurrency exchanges worldwide, serving more than 50 million users. The platform provides a wide range of digital asset trading and wealth management solutions, including spot trading, derivatives, and structured products, with a strong emphasis on security, innovation, and scale.

The company operates as a remote-first, globally distributed organization focused on advancing Web3. It looks for people who are proactive, accountable, and eager to build and shape the future of the industry.

Role Overview

This position is for an experienced Institutional Business Development professional who will take charge of high-value exchange relationships and help expand Gate’s institutional footprint. The role sits at the center of the relationship between Gate and sophisticated market participants, supporting liquidity growth, trading activity, and market reach.

Key Responsibilities

• Identify, pitch, and bring onboard institutional counterparties such as market makers, high-frequency trading firms, brokers, and asset managers, while building a strong pipeline that supports liquidity and revenue growth.
• Handle commercial deal discussions from start to finish, including fee terms, rebate structures, and liquidity agreements, while working with internal teams to improve execution and results.
• Manage the complete relationship lifecycle for Gate’s strategic institutional accounts, ensuring strong engagement, long-term value, and continued expansion.
• Spot opportunities to grow existing institutional relationships, improving retention, trading activity, and the breadth of collaboration.
• Monitor market movements and competitor activity, then convert that insight into practical positioning and business development actions.

What We’re Looking For

• At least 3 years of experience in institutional business development or sales within crypto, trading, or financial services, preferably at exchanges, investment firms, institutional brokerages, or electronic trading businesses.
• A demonstrated record of attracting and closing institutional clients such as market makers, funds, brokers, and similar sophisticated partners.
• Proven ability to manage major institutional relationships and grow them in ways that contribute meaningfully to revenue or trading volume.
• Good knowledge of trading products across spot markets, derivatives, and structured offerings.
• A proactive, self-directed working style with strong accountability and a strong bias toward action.
• Strong verbal, presentation, and negotiation skills, with the ability to influence senior stakeholders and close commercial deals.
• Fluency in both English and Mandarin is required for internal and external communication.

Why This Role Stands Out

• You will own the institutional client journey from first contact through long-term partnership, with direct visibility into volume and revenue outcomes.
• You will work with tier-one participants such as market makers, HFT firms, hedge funds, and global brokers.
• The role offers deep exposure to commercial structuring, fee discussions, and liquidity strategy at scale.
• Gate’s product range spans spot, derivatives, and structured products, giving you broad coverage for institutional needs.
• The team is growing quickly, giving you an opportunity to help define institutional coverage at a leading global exchange.

Additional Information

Only candidates shortlisted for the process will be contacted.