Job Details

Head of Institutional BD – CryptoCurrency

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Overview

COO | Compliance, Governance & Strategic Partnerships in Blockchain & Crypto

Responsibilities

• Institutional Client Growth & Onboarding
  • Lead the strategy and execution for onboarding institutional clients (hedge funds, VCs, family offices, trading firms, miners, etc.).
  • Oversee the end-to-end client journey, ensuring seamless onboarding processes and compliance with U.S. regulatory standards.
  • Partner with compliance and operations teams to design and optimize FBO account structures, custodial arrangements, and settlement workflows.
• Product Launch & Market Development
  • Drive go-to-market strategies for new product launches (listing of tokens, staking, treasury products, structured products, etc.).
  • Collaborate cross-functionally with compliance, legal, and technology teams to ensure smooth product rollout.
  • Monitor market trends, competitor activity, and regulatory developments to position Gate US competitively.
• Strategic Partnerships & Business Expansion
  • Develop and maintain strategic partnerships with banks, custodians, liquidity providers, and fintech vendors.
  • Explore new revenue streams through partnerships, tokenization initiatives, and institutional product innovation.
  • Represent Gate US in industry forums, conferences, and client meetings, building strong networks and market credibility.
• Marketing & Brand Positioning
  • Lead institutional marketing campaigns to strengthen Gate US's brand recognition in the U.S. market.
  • Partner with the marketing team on thought leadership content, high-impact events, and public engagement initiatives.
  • Serve as a spokesperson for Gate US at public speaking engagements, media interviews, and conferences.

Qualifications

• 10+ years of experience in business development, institutional sales, or strategy within crypto exchanges, investment banks, fintech, or asset management.
• Proven experience with institutional onboarding processes and FBO account setup in financial institutions or digital asset platforms.
• Strong track record of new product launches, listings, or structured product rollouts.
• Demonstrated success in building and managing institutional partnerships and scaling business lines.
• Exceptional communication skills, including public speaking and executive-level presentations.
• Entrepreneurial mindset with the ability to thrive in a fast-paced, evolving regulatory environment.

Details

• Seniority level: Director
• Employment type: Full-time
• Job function: Business Development

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