Summary

The Department: Institutional Sales

At Gemini, we are building crypto products that are simple, elegant and secure in order to unlock the next era of financial freedom. Within Gemini Institutional, we build relationships, manage the customer lifecycle through pivotal stages in their Gemini journey, and are on the front line of all critical customer service issues. Whether it’s identifying new key institutional clients or servicing a retail customer’s needs, our goal is the same: deliver for our customers no matter what.

The Role: Senior

The ideal candidate brings deep crypto-native experience, a strong network, and robust product knowledge to ensure comprehensive coverage across all institutional needs. This person will be responsible for managing their own independent pipeline of prospects while collaborating with the team to cover existing clients. In addition, this person must be a strategic thinker who can help product managers effectively prioritize critical client feedback to influence the development of new product features and innovations. 

Responsibilities:

1. Become a subject matter expert for Gemini’s Spot and Derivatives exchange, e/OTC Spot and Derivatives, Custody, Staking, and other institutional products
2. Prospect and generate new business for Gemini globally, focused primarily but not exclusively in EMEA
3. Work with the Head of Sales and leadership to identify and implement key go-to-market sales strategies 
4. Use reputation and expertise in the institutional market to establish strong relationships with institutional decision-makers and investors
5. Own relationship management processes for existing and acquired institutional clients
6. Develop a solution-driven approach and creative thinking to serve our institutional client base 

Minimum Qualifications:

1. 5+ years of relevant experience in institutional crypto sales, with a track record of exceeding sales and revenue targets
2. Established network of institutional trading firms in Europe who are actively trading digital assets 
3. Deep relationships with proprietary trading and crypto native firms, hedge funds, asset managers, HNWIs, family offices, VCs, foundations, and intermediaries
4. Comprehensive understanding of trading, market structure, and the evolving competitive landscape within the cryptocurrency industry
5. Strong prospecting, lead generation, and conversion capabilities
6. Ability to connect with decision-makers from internal teams at all leadership levels
7. Excellent verbal and written communication, strong interpersonal and presentation skills, to bring credibility to sales and outbound conversations
8. Be a good PR and spokesperson for the firm in the region
9. Proficiency in client relationship management processes, best practices and negotiation
10. Proven self-starter with passion for learning about new technologies, cryptocurrency products; comfortable taking initiative and executing 

Preferred Qualifications:

1. Based in London, with multilingual proficiency preferred—particularly in Dutch, German, or French
2. Experience in a startup environment
3. Experience in Web3

Skills

• Communications Skills
• Cryptocurrency
• Leadership
• Team Collaboration