Head of Business Development - Crypto

About the role

This role involves leading the commercial growth of Alpaca's Instant Tokenization Network, specifically focusing on tokenized equities. The Head of Business Development will be responsible for identifying, developing, and nurturing relationships with key partners such as issuers, liquidity providers, and market makers. This includes acting as a primary contact, understanding their needs, and aligning them with Alpaca's tokenization infrastructure, as well as supporting commercial negotiations alongside legal and compliance teams.

A significant part of the position centers on managing the end-to-end onboarding process for new partners, ensuring a smooth integration into the network. This requires close collaboration with internal teams like Sales, Customer Success, Product, and Engineering to translate partner requirements into actionable workflows and technical integrations. The role also involves tracking and reporting on pipeline progress, onboarding status, and overall network growth metrics to senior leadership.

Beyond direct partner management, the Head of Business Development will contribute to the strategic development of the Instant Tokenization Network. This includes defining partnership models and go-to-market strategies for on-chain equities. The role also extends to cultivating broader partnerships within the digital asset ecosystem, representing Alpaca at industry events, and staying informed about regulatory and competitive landscape changes to inform strategic decisions.

The compensation for this role ranges from $105,000 to $175,000 USD annually, in addition to stock options.

Skills that matter here

• business development: This role is centered on expanding commercial opportunities and partnerships for Alpaca's tokenization network.
• partnerships: A core responsibility is to identify, develop, and manage relationships with issuers, liquidity providers, and other ecosystem participants.
• institutional sales: The role requires experience in engaging with institutional clients within financial services or crypto markets.
• crypto: Familiarity with digital assets, blockchain-based settlement, and the crypto regulatory landscape is essential for this specialized area.
• relationship management: The ability to act as a trusted point of contact and manage multiple partner relationships simultaneously is crucial.
• negotiation: This role involves supporting commercial negotiations and structuring partnership terms with various stakeholders.

Who this role suits

• Someone with at least five years of experience in business development or institutional sales within financial services or crypto.
• A professional who understands market maker, liquidity provider, or issuer relationships, particularly in equities or digital assets.
• An individual who is comfortable working cross-functionally in a remote-first environment and can manage multiple workstreams.
• A self-starter with strong organizational skills and a proactive approach to identifying and pursuing opportunities.

From the employer

Things You Get To Do

• Issuer & Market Maker Relationships
• Identify, develop, and manage relationships with issuers, liquidity providers, and market makers looking to participate in the tokenized equity ecosystem.
• Act as a trusted point of contact for prospective and existing partners, understanding their goals and matching them to Alpaca's tokenization infrastructure.
• Support commercial negotiations and structure partnership terms in collaboration with Legal and Compliance.

• Onboarding & Network Growth
• Own the end-to-end onboarding process for new issuers and market makers joining the Instant Tokenization Network, ensuring a smooth, well-coordinated experience.
• Work closely with Sales, Customer Success, Product, and Engineering to translate partner requirements into onboarding workflows and technical integrations, and to ensure a seamless handoff post go-live.
• Track and report on pipeline, onboarding status, and network growth metrics to senior leadership.

• Instant Tokenization Network Development
• Play a hands-on role in growing Alpaca's Instant Tokenization Network, helping define the partnership models, liquidity structures, and go-to-market approach for on-chain equities.
• Build and cultivate partnerships across the broader digital asset ecosystem — including wallets, custodians, exchanges, and other crypto-native infrastructure — to expand Alpaca's footprint beyond tokenized equities alone.
• Identify and qualify prospects for Alpaca's Broker API where relevant, working closely with Sales to hand off and progress opportunities that extend beyond the tokenization network.
• Represent Alpaca at industry events and in partner conversations as a knowledgeable voice on tokenized equities and market structure.
• Stay closely tuned to the regulatory and competitive landscape for digital assets and tokenized securities, feeding insights back into strategy.

Who You Are (Must-Haves)

• 5+ years of experience in business development, partnerships, or institutional sales within financial services, fintech, capital markets, or crypto/digital assets.
• Familiarity with market maker, liquidity provider, or issuer relationships — ideally within equities, ETFs, or digital asset markets.
• Strong understanding of (or strong appetite to quickly learn) tokenization, blockchain-based settlement, and digital asset market structure.
• Working knowledge of crypto and digital asset regulations (e.g., licensing regimes, custody requirements, securities classification issues) and how they shape partnership and go-to-market decisions.
• Excellent relationship management and negotiation skills, with the ability to manage multiple partner relationships and onboarding workstreams simultaneously.
• Comfortable working cross-functionally with Sales, Customer Success, Product, Engineering, Legal, and Compliance teams in a fast-moving, remote-first environment.
• Self-starter mentality with strong organizational skills and a bias toward action.

How We Take Care of You:

• Competitive Salary & Stock Options
• Health Benefits
• New Hire Home-Office Setup: One-time USD $500
• Monthly Stipend: USD $150 per month via a Brex Card.