Institutional Relationship Manager

About Gate

Founded in 2013, Gate is a leading global cryptocurrency exchange serving 50M+ 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 Exists

Gate'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 Own

• Manage 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 For

• 3–7 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 Time

You'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.