Responsibilities:

📍Strategy & GTM 📍Define the institutional go-to-market (GTM) strategy for staking AUM (addressable segments, pricing models, service tiers). 📍Map the institutional landscape: custodians, asset managers, family offices, funds, sovereign / endowment, hedge funds. 📍Build a pipeline of high-potential institutional targets. 📍Work cross-functionally with product, operations, legal, risk, engineering to develop a scalable institutional staking product offering. 📍Develop sales enablement materials, pitch decks, technical documentation, and ROI justifications for institutional clients. 📍Business Development / Deal Execution 📍Prospect, qualify, and lead business development efforts (outbound + inbound). 📍Lead negotiations with major prospects, especially custodians or custody platforms (e.g. integrating staking via custody APIs, white-label solutions, delegation partnerships). 📍Structure commercial agreements: revenue share, SLAs, operational terms, risk sharing, slashing protection, reporting. 📍Oversee onboarding and integration for institutional clients (coordination across technical, ops, legal). 📍Manage the full sales cycle from lead to close, including post-signing implementation support. 📍Cultivate strong relationships with key decision makers at institutions (CIOs, Heads of Digital Assets, custody / operations leads).

Requirements

📍8+ years of B2B / institutional sales, business development, or partnership experience, ideally in financial services, fintech, or blockchain. 📍Strong track record closing six- to seven-figure deals with institutional clients (custodians, asset managers, funds). 📍Deep understanding of blockchain / crypto / staking, including validator operations, slashing risk, yield mechanics, custody models. 📍Experience negotiating complex contracts (SLAs, risk allocation, service-level terms). 📍Excellent network within institutional asset management, custody, banks, or digital asset ecosystems. 📍Ability to sell both the technical and business value (bridge between product / engineering and institutional decision-makers). 📍Strong communication, presentation, and storytelling skills.

The future of finance is here — whether you’re interested in blockchain, cryptocurrency, or remote web3 jobs, there’s a perfect role waiting for you.