Senior Principal, Institutional OTC Sales & Growth

Gemini Trust Company; New York (NY); Hybrid; USD 180,000 - 220,000; Full time

Benefits offered by this job

401K with company matching

Flexible time off

Equity grant

Job summary

Gemini Trust Company seeks a Senior Principal, Institutional Sales to own and grow our institutional OTC and execution business. This role centers on driving OTC trading flow, expanding relationships, and delivering high-touch, risk-aware execution across spot, derivatives, and structured flows.

This in-person role is based in New York City with a twice-weekly office presence, offering a hybrid work approach and strong equity and commission incentives.

Qualifications

• 12+ 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.

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.

Skills

Institutional sales

OTC trading

Relationship building

Negotiation

Market color & trade ideas

Strategic partnerships

Communication

Entrepreneurial mindset

Education

Bachelor’s degree

Advanced degree a plus

Tools

OTC platforms

Job description

Gemini Trust Company seeks a Senior Principal, Institutional Sales to own and grow our institutional OTC and execution business. This role centers on driving OTC trading flow, expanding relationships, and delivering high-touch, risk-aware execution across spot, derivatives, and structured flows.

This in-person role is based in New York City with a twice-weekly office presence, offering a hybrid work approach and strong equity and commission incentives.