Senior Principal, Institutional Sales

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 is a global crypto and Web3 platform founded by Cameron and Tyler Winklevoss in 2014, offering a wide range of simple, reliable, and secure crypto products and services to individuals and institutions in over 70 countries. Our mission is to unlock the next era of financial, creative, and personal freedom by providing trusted access to the decentralized future. We envision a world where crypto reshapes the global financial system, internet, and money to create greater choice, independence, and opportunity for all — bridging traditional finance with the emerging cryptoeconomy in a way that is more open, fair, and secure. As a publicly traded company, Gemini is poised to accelerate this vision with greater scale, reach, and impact.

The Department: Institutional Sales

The Role: Senior Principal, Institutional Sales

Gemini is seeking a highly experienced Institutional Sales & OTC Senior Principal to own and grow our institutional OTC and broader execution business. This individual will sit at the center of Gemini’s institutional revenue engine, responsible for driving OTC trading flow, expanding institutional relationships, and ensuring seamless execution across spot, derivatives, and structured flows.

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

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

• 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

It Pays to Work Here

The compensation & benefits package for this role includes:

• Competitive starting pay
• Competitive commission-based bonus
• Long-term incentive in the form of a new hire equity grant
• 401K with company matching
• Flexible time off

Salary Range

The base salary for this role is $200,000 in the State of New York. In addition to the base salary, this role is eligible for our competitive bonus commission plan, including a direct percentage commission payout based on revenue generated from covered clients. The base salary is also not inclusive of our 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 offer a hybrid work approach at our hub offices, balancing the benefits of in-person collaboration with the flexibility of remote work. Expectations may vary by location and role, so candidates are encouraged to connect with their recruiter to learn more about the specific policy for the role. Employees who do not live near one of our hubs are part of our remote workforce. All employees, however, are required to onboard in-person at one of our office locations.

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.