Head of Institutional Partnerships

About the role

This role involves developing and executing a strategy to build partnerships with major institutional clients globally. The focus is on connecting institutional capital with Divergence VC's Web3-native portfolio, which includes projects in DeFi, Layer 1 & 2 ecosystems, and decentralized governance. Success in this position means identifying, structuring, and closing high-value strategic deals that benefit both the firm and its portfolio companies.

The Head of Institutional Partnerships will be responsible for cultivating relationships with a diverse range of institutional players, such as hedge funds, family offices, sovereign wealth funds, and crypto-native funds. This includes representing Divergence VC at international conferences and events to expand the firm's network and identify new partnership opportunities. The work requires a deep understanding of the Web3 and DeFi landscape to effectively bridge traditional finance with emerging digital asset technologies.

The person in this role will act as a key liaison between institutional investors and the innovative projects within Divergence VC's portfolio. This requires not only strong negotiation and communication skills but also the ability to understand and articulate the value proposition of complex blockchain and DeFi protocols. The goal is to drive significant growth for the firm by securing strategic alliances with leading financial institutions worldwide.

The annual salary for this role is between $120,000 and $160,000.

Skills that matter here

• blockchain: This role requires a strong understanding of blockchain technology to effectively communicate with institutional clients and identify relevant partnership opportunities.
• DeFi protocols: Knowledge of DeFi protocols is essential to articulate the value of the firm's portfolio companies and engage with institutional investors interested in decentralized finance.
• digital assets: Understanding digital assets is crucial for discussing investment opportunities and market trends with institutional counterparties.
• Web3 infrastructure: Familiarity with Web3 infrastructure is necessary to identify strategic partnerships and explain the underlying technology of the firm's portfolio projects.

Who this role suits

• You have a background in institutional partnerships, business development, or enterprise sales within crypto, Web3, DeFi, fintech, or traditional finance.
• You possess an established network across institutional finance and a proven history of closing large, complex deals.
• You are adept at building and leading teams, especially in rapidly evolving, high-growth environments.
• You excel at communication, negotiation, and managing relationships with various stakeholders.

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.
• Identify, structure, and close high-value strategic partnerships.
• Act as a bridge between institutional capital and Web3-native portfolio.
• Represent Divergence VC at global conferences and events.

• 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.
• 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.