About the job

About GateFounded in 2013, Gate is a leading global cryptocurrency exchange serving 60M+ users with a full suite of digital asset trading and wealth management services — ranked #3 globally among all exchanges. We are a remote-first, globally distributed team building the future of Web3 through innovation, collaboration, and speed. At Gate, we welcome everyone who dares to innovate, actively shares ideas, and grows alongside a fast-scaling global business.

Join us to help shape the future of crypto. 🚀

Why This Role ExistsGate's institutional business is entering its next phase, and we're building a dedicated relationship management function whose sole mandate is our institutional client base: deepening relationships, unlocking wallet share, and making sure every client gets world-class coverage.

This is a ground-floor opportunity. You won't be inheriting a rigid playbook — you'll help write it.

What You'll OwnManage a portfolio of institutional clients — trading firms, funds, market makers, and family offices — as their primary point of contact at Gate.
Deepen and grow relationships: understand each client's trading needs, identify opportunities across our product suite, and drive activation, retention, and share of wallet.
Coordinate internal resources across product, operations, and support to resolve client needs quickly and deliver a seamless institutional experience.
Gather structured client feedback and channel it into product and process improvements — you're the client's voice inside Gate.
Help shape the account management function itself: coverage models, engagement cadences, and best practices for a growing team.

Who We're Looking For3–7 years of experience managing institutional clients — this is a relationship management role, not a customer service role, and we're specifically looking for people who have owned institutional relationships end to end.
Backgrounds we're open to: crypto exchanges, crypto buy-side (funds, trading firms, market makers), or strong TradFi profiles (prime brokerage, institutional coverage) looking to move into crypto.
Experience in the crypto space with an existing network of institutional contacts is a strong plus.
Commercially sharp: you know how to grow an account, not just maintain it.
Comfortable operating in a fast-moving, less-structured environment — you see ambiguity as room to build.
English is mandatory; bilingual preferred.

Why This Role Is Worth Your TimeYou'll be joining at the exact moment the function is being built. Less structure means more ownership — the chance to define how one of the world's top exchanges serves its institutional clients, with direct visibility to senior leadership and a clear path to grow as the team scales.

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Responsibilities