Principal, Institutional Sales

About the role

The Principal, Institutional Sales role at Gemini is responsible for owning and growing the institutional OTC and broader execution business. This individual will sit at the center of Gemini’s institutional revenue engine, driving OTC trading flow, expanding institutional relationships, and ensuring seamless execution across spot, derivatives, and structured flows.

Responsibilities

• Originate, onboard, and grow institutional OTC relationships across hedge funds, prop trading firms, asset managers, family offices, and crypto-native institutions
• Drive spot, derivatives, and structured flow through Gemini’s OTC platform
• Maintain high-touch coverage of key institutional clients, providing market color, trade ideas, and risk-aware execution strategies
• Partner with Trading to improve spreads, liquidity depth, and overall execution quality
• Identify and develop new institutional revenue opportunities across OTC, custody, staking, and derivatives
• Build and expand strategic partnerships across funds, intermediaries, fintechs, and crypto-native ecosystems
• Represent Gemini in institutional sales cycles, client engagements, and industry conferences
• Capture and synthesize client feedback to inform Trading and Product improvements across execution and infrastructure
• Support and help shape institutional go-to-market strategy across OTC and adjacent product lines

Qualifications

• 8-10+ years of experience in institutional sales, OTC trading, or execution roles
• Strong track record of generating meaningful institutional trading volume and revenue
• Deep existing relationships across hedge funds, prop trading firms, family offices, asset managers, and crypto-native institutions
• Strong understanding of OTC market structure, liquidity dynamics, derivatives, and execution workflows
• Experience across traditional markets (FX, equities, commodities, fixed income) and/or digital assets
• Familiarity with institutional onboarding, DDQs, and regulated financial environments
• Strong communication and negotiation skills with senior institutional counterparts
• Entrepreneurial mindset with ability to operate in a fast-paced, high-accountability environment
• Bachelor’s degree required; advanced degree a plus