Principal, Institutional Sales

About the Company 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: Principal, Institutional Sales Gemini is seeking a highly experienced Institutional Sales & OTC Lead (Principal-level) 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: 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 Entrep