Institutional Business Development

About Gate

Established in 2013, Gate is among the world’s leading cryptocurrency exchanges and serves more than 50 million users worldwide. The company provides a broad range of digital asset trading and wealth management solutions, including spot trading, derivatives, and structured products. Its operating model is built around security, innovation, and the ability to scale globally.

Gate works as a remote-first, internationally distributed team focused on advancing the Web3 ecosystem. The organisation values initiative, fast execution, ownership, and people who enjoy building at the edge of the industry.

Role overview

This position is for a motivated Institutional Business Development professional who will take charge of Gate’s most valuable exchange relationships and expand them over time. In this role, you will act as the key connector between Gate and sophisticated market participants, helping strengthen the institutional framework that supports liquidity, trading activity, and market presence.

Responsibilities

• Find, present to, and bring onboard institutional clients such as market makers, high-frequency trading firms, brokers, and asset managers, while building a strong pipeline that contributes to liquidity and revenue growth.
• Handle commercial discussions from start to finish, including fee structures, rebate models, and liquidity terms, while collaborating with internal teams to improve execution and results.
• Manage the complete journey of Gate’s major institutional relationships and work to deepen engagement, strengthen retention, and support long-term growth.
• Spot opportunities to expand business within the existing institutional portfolio, increasing trading activity, client retention, and strategic collaboration.
• Track competitive developments and changes in the market, then turn those insights into practical positioning and outreach strategies.

Requirements

• At least 3 years of experience in institutional business development or sales within crypto, trading, or financial services, preferably with exposure to exchanges, investment firms, institutional brokerages, or electronic trading settings.
• Strong evidence of successfully winning and closing institutional accounts such as market makers, funds, brokers, and other sophisticated counterparties.
• Proven capability to manage large institutional relationships and grow them in ways that improve revenue or trading volume.
• Solid understanding of trading products across spot markets, derivatives, and structured offerings.
• Highly proactive working style with strong ownership, dependable execution, and a willingness to move quickly.
• Excellent verbal, written, and presentation abilities with the confidence to lead conversations and close commercial opportunities.
• Fluency in both English and Mandarin is required for internal and external communication.

Why Gate

• End-to-end responsibility with direct business impact, covering the full institutional client lifecycle from first contact to long-term partnership.
• Exposure to top-tier counterparties such as market makers, high-frequency trading firms, hedge funds, and global brokers.
• Hands-on involvement in commercial deal structuring, fee negotiation, and liquidity strategy at scale.
• Access to a wide product set that includes spot, derivatives, and structured products, making it easier to serve a broad range of institutional needs.
• The chance to join a fast-growing team and help shape institutional coverage at a major global exchange.

Additional information

Only candidates selected for the next stage will be contacted.