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).