Institutional Sales Lead

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).