Institutional Sales Lead

Job description

**Key Responsibilities** - Own and drive institutional sales across funds, proprietary trading firms, market makers, and family offices. - Develop and maintain strong relationships with institutional clients actively trading crypto derivatives (options and perpetuals). - Lead market maker coverage and relationship management, ensuring healthy liquidity provision, spread competitiveness, and trading performance on the platform. - Negotiate commercial terms, trading incentives, and volume agreements with institutional clients and liquidity providers. - Act as a senior external representative of GRVT, clearly articulating product value, trading infrastructure strength, and market positioning. - Drive institutional onboarding from first engagement through activation, ensuring efficient coordination with internal teams. - Work closely with Product, Engineering, and Operations to communicate institutional client feedback and improve trading infrastructure, liquidity programs, and execution quality. - Monitor trading activity, market structure trends, and competitor dynamics to proactively refine institutional sales strategy. - Represent GRVT at industry events and trading-focused forums to expand institutional pipeline and strengthen brand credibility. - Design and scale repeatable institutional sales processes, pipeline tracking, and revenue forecasting. **Core Requirements** - 7+ years of experience in institutional sales within crypto, traditional finance, derivatives trading, or trading infrastructure. - Strong understanding of crypto derivatives markets (options, perpetuals) and institutional trading workflows. - Proven experience managing relationships with market makers and liquidity providers. - Demonstrated track record of originating and closing institutional trading accounts. - Strong commercial acumen with experience negotiating trading terms, rebates, and incentive structures. - Excellent communication and stakeholder management skills. - Self-driven and comfortable operating in a fast-paced, high-growth trading environment. - Established network within global crypto trading, market making, or derivatives ecosystem. **Preferred Qualifications** - Prior experience at crypto exchanges (CEX or DEX), prime brokerage firms, trading venues, or derivatives platforms. - Direct experience managing liquidity programs or market maker coverage. - Existing book of institutional trading relationships. - Multilingual capabilities (e.g., English plus Mandarin or other major regional languages).