Principal Strategic Account Manager

Gemini Trust Company; New York (NY); Hybrid; USD 158,000 - 221,000; Full time

Job summary

A leading company in the crypto space is seeking a Principal Strategic Account Manager to deepen relationships with institutional clients. This role involves managing key accounts, driving product adoption, and providing strategic insights while collaborating with various teams. The ideal candidate will have extensive experience in account management, particularly within fintech or crypto, and possess strong communication and project management skills. The role is hybrid, requiring in-person attendance twice a week at the New York office.

Benefits

Competitive Starting Salary

Discretionary Annual Bonus

Equity Grant

Comprehensive Health Plans

401K with Company Matching

Paid Parental Leave

Flexible Time Off

Qualifications

• 7+ years in account management or institutional sales, preferably in fintech or crypto.
• Ability to manage senior-level relationships in hedge funds or banks.

Responsibilities

• Act as the lead relationship manager for high-value institutional clients.
• Drive client retention and product adoption through consultative engagement.
• Resolve escalated client issues in coordination with Support and Trading.

Skills

Communication

Project Management

Interpersonal Skills

Commercial Instincts

Passion for Crypto

Tools

Salesforce

Looker

Job description

About the Company

Gemini is a global crypto and Web3 platform founded by Tyler Winklevoss and Cameron Winklevoss in 2014. Gemini offers a wide range of crypto products and services for individuals and institutions in over 70 countries.

Crypto is about giving you greater choice, independence, and opportunity. We are here to help you on your journey. We build crypto products that are simple, elegant, and secure. Whether you are an individual or an institution, we help you buy, sell, and store your bitcoin and cryptocurrency.

At Gemini, our mission is to unlock the next era of financial, creative, and personal freedom.

The Department: Institutional Sales

At Gemini, we believe crypto is about more than innovation — it’s about redefining finance with trust, security, and a client-first approach. Our Institutional team is the gateway through which hedge funds, asset managers, family offices, proprietary trading firms, projects and every other non-retail participant engages with the digital asset ecosystem. We build partnerships, manage relationships, and deliver white-glove support across the full lifecycle of our clients.

The Role: Principal Strategic Account Manager

We’re seeking a client-obsessed, solutions-oriented Strategic Account Manager (SAM) to join our growing Institutional team. This role will focus on deepening relationships with Gemini’s most valuable institutional clients, ensuring retention, satisfaction, and expansion across product lines such as Spot and Derivatives trading, Custody, Staking, and additional services, and also helping define programs that will be of interest to existing and future clients.

As a SAM, you’ll serve as the primary point of contact for a portfolio of key accounts — building trust, providing strategic insights, navigating internal resources, and identifying growth opportunities. You’ll partner closely with Sales, Trading, Product, and Support teams to proactively solve problems, deliver value, and scale institutional partnerships.

This role is required to be in person twice a week at our New York City, NY office.

Responsibilities:

• Act as the lead relationship manager for a defined book of high-value institutional clients.
• Drive client retention, product adoption, and expansion through consultative engagement and solutions-oriented account planning.
• Serve as a client advocate within Gemini, helping prioritize product feedback and identifying gaps in service or functionality.
• Deliver market updates, product education, and thought leadership to institutional clients to maintain high engagement and satisfaction.
• Collaborate with Sales to support upsell and cross-sell motions, especially as clients scale or shift strategies.
• Resolve escalated client issues in coordination with Support, Trading, and Operations.
• Track account health, usage trends, and risk signals using CRM and internal tools.

Minimum Qualifications:

• 7+ years of experience in account management, client success, institutional sales or trading, preferably within fintech, crypto, or capital markets.
• Demonstrated ability to manage senior-level relationships across hedge funds, HFTs, asset managers, or banks.
• Excellent communication, project management, and interpersonal skills, and a decent understanding of REST, Websocket, FIX APIs.
• Strong commercial instincts and the ability to balance client needs with business goals.
• Passion for crypto, blockchain, and digital asset infrastructure.
• Ability to quarterback numerous relationships, projects and programs simultaneously.

Preferred Qualifications:

• Experience with crypto-native institutions or DeFi market participants.
• Working knowledge of exchange trading, custody solutions, staking, and OTC workflows.
• Proficiency with Salesforce, Looker, or other account planning/CRM tools.
• Comfortable working in a fast-paced, ambiguous startup environment.
• Self-starter who can determine when and how to involve others to get things completed.

It Pays to Work Here The compensation & benefits package for this role includes:

• Competitive starting salary
• A discretionary annual bonus
• Long-term incentive in the form of a new hire equity grant
• Comprehensive health plans
• 401K with company matching
• Paid Parental Leave
• Flexible time off

Salary Range: The base salary range for this role is between $158,000 - $221,000in the State of New York, the State of California and the State of Washington. This range is not inclusive of our discretionary bonus or equity package. When determining a candidate’s compensation, we consider a number of factors including skillset, experience, job scope, and current market data.

In the United States, we have a flexible hybrid work policy for employees who live within 30 miles of our office headquartered in New York City and our offices in Seattle and Miami. Employees within the New York, Seattle, and Miami metropolitan areas are expected to work from the designated office twice a week, unless there is a job-specific requirement to be in the office every workday. Employees outside of these areas are considered part of our remote-first workforce. We believe our hybrid approach for those near our NYC, Seattle, and Miami offices increases productivity through more in-person collaboration where possible.

At Gemini, we strive to build diverse teams that reflect the people we want to empower through our products, and we are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Gemini is proud to be an equal opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.

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