GTM (Institutional)

River Markets; San Francisco (CA); On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

On-site in SF Bay Area

Platinum health insurance

Unlimited PTO

Office snacks & fruit

Job summary

River Markets is building the prime brokerage and execution layer for prediction markets, serving institutional traders with speed and precision. We are hiring our first GTM lead for the institutional segment to source, onboard, and retain hedge funds, market makers, and prop trading firms.

You will own the end-to-end process from sourcing to onboarding, trials, and retention, while shaping a scalable playbook and GTM strategy for growth in a fast-moving market.

Qualifications

• 1–2 years of experience in sales, business development, account management, or another client-facing role in financial services, fintech, trading technology, or enterprise software.

Responsibilities

• Own the institutional segment: hedge funds, market makers, proprietary trading firms, prime brokers, and other financial institutions.
• Build and manage a pipeline of high-value institutional accounts and run a disciplined acquisition motion across channels used by financial-market professionals.
• Create strong, trusted relationships with top accounts and own them through discovery, demos, trials, onboarding, active trading, and retention.
• Understand each customer's trading workflow and map their requirements to River Markets' product and tech capabilities.
• Collaborate with the CEO on pricing and commercial terms that win customers and grow institutional flow.
• Gather customer feedback to guide product improvements and identify commercial opportunities, feeding the roadmap.
• Build the playbook: account research, outreach, CRM, pipeline management, and scalable GTM systems.

Skills

Institutional markets experience

Pipeline development

Account management

Full lifecycle sales

Pricing & commercial terms

Voice of market

GTM playbook

Clear communication

Outcome oriented

Tools

CRM systems

Job description

River Markets is building the prime brokerage and execution layer for prediction markets: the infrastructure professional and institutional traders need to access, trade, and manage risk across exchanges such as Kalshi, Polymarket, and Polymarket US at scale.

We started as two quants from HFT and hedge funds who traded prediction markets at night and on weekends, saw that professional traders lacked a proper execution layer, and built it. Today, we are connected to four exchanges, run six proprietary execution algorithms, and serve paying trading firms.

We value ownership, speed, precision, and operational efficiency. We expect to do more with fewer people than a team our size has any right to.

About The Role

We are hiring our first GTM lead for the institutional segment: the person who takes River Markets to hedge funds, market makers, proprietary trading firms, prime brokers, and other financial institutions and turns them into a durable, growing book of business.

This is a growth and business development role. You will own the institutional segment end to end, from sourcing and acquiring customers to trials, onboarding, retention, and the playbook that scales the segment.

What You'll Do

• Own the institutional segment: hedge funds, market makers, proprietary trading firms, prime brokers, and other financial institutions.
• Build and manage a pipeline of high-value institutional accounts, and run a disciplined acquisition motion across the channels financial-market professionals actually use.
• Create strong, trusted relationships with your top accounts, and personally own them through discovery, demos, trials, onboarding, active trading, and retention.
• Understand each customer's trading workflow and connect their requirements to River Markets' product and technical capabilities.
• Work with the CEO on pricing and commercial terms that win customers and grow institutional flow.
• Compile customer feedback to support product improvements and identify commercial opportunities, and route voice-of-market into our roadmap.
• Build the playbook: account research, outreach, CRM, pipeline management, and the GTM systems that scale the segment beyond you.

What We Expect

• By week 1, you will understand the product, the exchanges we connect to, and what institutional traders care about, and you will ship an improvement to a live GTM workflow.
• By month 1, you will own the institutional pipeline and have qualified, scheduled, and advanced your first accounts.
• By month 3, you will have a repeatable acquisition and onboarding motion, your first paying institutional customers live and trading, and a playbook for scaling the segment.

What We Look For

• You know institutional markets: You have 1-2 years of experience in sales, business development, account management, or another client-facing role in financial services, fintech, trading technology, or enterprise software. You understand how sophisticated customers evaluate products and make decisions.
• You create your own pipeline: You are comfortable starting conversations from scratch, reaching out cold, working your network, and turning interest into active opportunities.
• You earn trust quickly: Customers are comfortable relying on your word. You listen well, follow through, and build relationships that last beyond the first trade.
• You own the full customer journey: You can take an account from first conversation through discovery, trial, onboarding, activation, and retention, and you stay close enough to spot the next opportunity.
• You are commercially sharp: You understand how pricing, execution, workflow, and product capabilities affect customer decisions, and you use data and judgment to grow profitable volume.
• You want to build, not inherit: You are excited to create the institutional GTM playbook, test channels, improve the CRM, and set the standards future hires will follow.
• You communicate clearly: Whether you are writing an outreach message, running a product demo, or explaining customer feedback internally, you are direct, precise, and persuasive.
• You care about outcomes: You measure yourself by customers activated, volume retained, and revenue generated, not by meetings booked or messages sent.

Bonus

• Hands-on experience in trading, digital assets, prediction markets, or market infrastructure.
• Existing relationships with hedge funds, market makers, proprietary trading firms, prime brokers, or other institutional market participants.
• Experience with CRM systems and structured pipeline management.
• Equity: 0.1%-0.3%
• On-site in the San Francisco Bay Area
• Platinum health insurance plan
• Unlimited PTO, with a minimum of three weeks
• Food provided in the office
• Fresh fruit and snacks from farmers markets and local shops