Institutional Business Development

About Gate

What You'Ll Do

Responsibilities

• Source, pitch, and onboard institutional clients — Market Makers, HFTs, Brokers, and Asset Managers — building a high-conversion pipeline that directly drives platform liquidity and revenue.
• Lead commercial negotiations end-to-end: fee structures, rebate schemes, and liquidity arrangements — partnering cross-functionally to optimise execution and outcomes.
• Own the full lifecycle of Gate's key institutional relationships, ensuring depth, durability, and consistent growth in trading engagement.
• Identify and unlock expansion opportunities within the existing institutional client base — boosting retention, trading volume, and the scope of strategic cooperation.
• Stay ahead of competitive dynamics and market shifts, translating intelligence into actionable positioning strategies.

What We'Re Looking For

• 3+ years of institutional BD or sales experience in crypto, trading, or financial services — ideally within exchanges, investment firms, institutional brokerages, or electronic trading environments.
• A proven track record of bringing in and closing institutional clients: market makers, funds, brokers, and similar sophisticated counterparties.
• Demonstrated ability to manage and grow large institutional accounts, with measurable impact on revenue or trading volume.
• Strong command of trading products across spot, derivatives, and structured offerings.
• A self-starter mindset: high ownership, strong execution, and a bias for action.
• Excellent communication and presentation skills — you can command a room and close a deal.
• Fluency in English and Mandarin required for internal and external communications.

Why Gate

• **Full ownership, real impact.**
• You'll run the institutional client lifecycle end-to-end — from first conversation to long-term partnership — with direct visibility into volume and revenue outcomes.
• **Tier-one counterparties.**
• Work alongside and negotiate with the best: market makers, HFT firms, hedge funds, and global brokers.
• **Commercial depth.**
• Get hands-on with deal structuring, fee negotiations, and liquidity strategy at a scale few roles offer.
• **Unmatched product breadth.**
• A platform spanning spot, derivatives, and structured products gives you the firepower to meet institutional clients where they are.
• **Scale with us.**
• Gate is growing fast — and so is this team.
• Step in now and help define what institutional coverage looks like at one of the world's leading exchanges.
• *We regret to inform that only shortlisted candidates will be contacted.*