Head of Institutional Partnerships

About the role

This role involves leading institutional partnerships for Divergence VC, a venture capital firm. The primary focus is on developing and executing a strategic roadmap to engage with top-tier institutional clients worldwide. This includes cultivating relationships with various financial entities such as hedge funds, family offices, sovereign wealth funds, and crypto-native funds, aiming to connect institutional capital with Web3-native portfolios.

A key aspect of the position is driving deal flow by identifying, structuring, and finalizing high-value strategic partnerships. The individual will be responsible for representing Divergence VC at global conferences and events, acting as a thought leader and brand ambassador. This requires a professional who can navigate complex negotiations and manage relationships with senior stakeholders.

Success in this role means consistently expanding the firm's network of institutional partners and securing significant deals. The Head of Institutional Partnerships will bridge traditional finance with the Web3 ecosystem, requiring both a strong background in institutional finance and a deep understanding of blockchain and DeFi protocols.

The listed salary for this full-time lead role is between $120,000 and $160,000 USD.

Skills that matter here

• institutional partnerships: This role requires developing and managing strategic relationships with large financial institutions to drive deal flow.
• business development: The role involves identifying new opportunities and building a pipeline of potential institutional clients.
• enterprise sales: Experience in closing large, complex deals with institutional counterparties is essential for this position.
• blockchain: A strong understanding of blockchain technology is necessary to connect institutional capital with Web3 portfolios.
• DeFi protocols: Knowledge of decentralized finance protocols is important for engaging with crypto-native funds and digital assets.
• stakeholder management: The role involves managing relationships with various institutional clients and representing the firm effectively.

Who this role suits

• A professional with at least four years of experience in institutional partnerships or business development within crypto, Web3, or traditional finance.
• Someone with a proven history of closing significant deals, specifically those valued at $300K or more.
• An individual who possesses an extensive existing network within institutional finance.
• A leader capable of building and guiding teams in dynamic, high-growth environments.

From the employer

• Develop and execute a comprehensive partnerships roadmap targeting tier-1 institutional clients globally.
• Build and manage relationships with hedge funds, family offices, sovereign wealth funds, asset managers, crypto-native funds, and exchanges.
• Drive deal flow by identifying, structuring, and closing high-value strategic partnerships.
• Act as a bridge between institutional capital and Web3-native portfolio.
• Represent Divergence VC at global conferences and events as a thought leader and brand ambassador.

• 4+ years of experience in institutional partnerships, business development, or enterprise sales within crypto, Web3, DeFi, fintech, or traditional finance.
• Proven track record of closing large, complex deals with institutional counterparties ($300K+ in deal value).
• Deep existing network across institutional finance.
• Strong understanding of blockchain, DeFi protocols, digital assets, and Web3 infrastructure.
• Experience building and leading teams in fast-moving, high-growth environments.
• Exceptional communication, negotiation, and stakeholder management skills.