Summary

In London, we have a remote work policy.

The Department: Institutional Sales

Transforming finance and empowering the individual through crypto is a deeply human pursuit. In Gemini Institutional we build relationships, are on the front lines of all critical customer service issues, and help manage the customer lifecycle through pivotal stages in their Gemini journey. Whether it’s identifying new key institutional clients or servicing a retail customer’s needs, our goal is the same: deliver for our customers no matter what.

The Role:Head of Institutional Sales

This is the perfect role for someone who has spent some time honing their institutional sales and trading skills and is ready to take those skills into a new asset class. This person will be responsible for managing their own independent pipeline of prospective clients while collaborating with the team to cover existing clients. In addition, this person must be a strategic thinker who can help product managers effectively prioritize critical client feedback to influence the development of new product features and innovations.

Responsibilities:

1. Prospect and generate new business for Gemini in Europe. Conceive and execute go-to-market plans ensuring Gemini’s Institutional strategy is on-point to accelerate new customer acquisition and greater activation and engagement from existing customers, capturing market share, and delivering the company’s significant potential in the digital asset space in the region
2. Drive P&L performance for European and UK consumer markets in-line with company growth objectives. Implement a disciplined approach to defining sales and revenue targets and setting a clear repeatable sales strategy on how to win new business and meet ambitious targets
3. Become a subject matter expert In Europe for Gemini’s Spot and Derivatives exchange, OTC Spot and Derivatives, Custody, Staking, and other institutional products
4. Work with Gemini Communications and Marketing teams to agree on Gemini’s marketing, social media and PR strategy; agree on consumer acquisition spend targeting customers in priority markets across UK and Europe 
5. Use reputation and expertise in the institutional financial market to establish strong relationships with institutional decision-makers and investors
6. Develop a solution-driven approach to serve our institutional client base which may require creative out of the box thinking and working closely with our offices globally
7. Provide local customer insights to inform product, marketing, and investment decisions to the relevant internal teams. Work with product and technology teams to develop, refine, and grow a competitive proposition tailored to each market to ensure success. Develop and get buy-in for business cases to ensure prioritization on product roadmaps
8. Be the face for Gemini within the digital asset industry in the region, continue to build awareness for the brand and the product suite
9. Act as the key member of the leadership team, working closely with the Product and Technology organization and with Marketing
10. Be prepared to be hands-on and dig into details when required

Minimum Qualifications:

1. 15+ years of relevant experience in institutional sales, with a clear history of meeting and exceeding sales and revenue goals
2. Strong prospecting, lead generation and conversion capabilities
3. The ability to connect with decision-makers on internal teams and at senior leadership levels
4. Excellent verbal/written communication, strong interpersonal and presentation skills to bring credibility to sales and outbound conversations
5. Determination to engage with the crypto customer base and ecosystem
6. Be a good PR and spokesperson for the firm in the region
7. Proficiency in client relationship management processes, best practices and negotiation
8. Self-starter with passion for learning about new technology, cryptocurrency products and the ability to roll up sleeves

Preferred Qualifications:

1. Previous experience in the digital asset industry 
2. Strong network of market makers, crypto asset managers, hedge funds, family offices and intermediaries in Web 3 and Crypto to leverage
3. Passion for the cryptocurrency industry and OTC/Exchange trading
4. Experience in a startup environment

Skills

• Communications Skills
• Cryptocurrency
• Leadership
• Negotiations Skills
• Team Collaboration