Head of Institutional Sales - DeFi & Digital Assets

About the role

This role focuses on leading institutional sales for a new DeFi and digital assets product. The Head of Institutional Sales will be responsible for building a sales pipeline from initial contact to signed commercial agreements with various financial institutions, including hedge funds, asset managers, and prime brokers. This involves positioning the product within clients' existing digital asset strategies and engaging with key decision-makers like Chief Investment Officers and Heads of Digital Assets.

A core part of the work involves navigating the complex compliance, legal, and risk frameworks prevalent in regulated financial institutions. The successful candidate will also provide crucial market intelligence back to the product and strategy teams, directly influencing the product roadmap. Representing the firm at major digital asset and DeFi events in the US market is also a key responsibility.

The position is within an established financial technology firm, offering the opportunity to build and eventually scale a sales team as the new product gains traction. Success in this role means effectively launching the product into the institutional market, securing significant commercial agreements, and contributing to the strategic direction of the offering through client insights.

The base salary for this position is between $180,000 and $220,000 USD, with additional uncapped commission potential.

Skills that matter here

• DeFi: This role requires deep, hands-on understanding of DeFi protocols and infrastructure, including how institutional clients perceive on-chain risk and opportunity.
• digital asset products: The candidate must have a proven track record selling digital asset products or blockchain solutions to regulated financial institutions.
• network across institutional crypto and digital asset leadership: An existing network within the US financial services market is essential for building a client pipeline.
• tokenised assets, on-chain treasury management, smart contract infrastructure, staking, or digital asset custody solutions: Experience with these specific digital asset solutions is required to effectively position the product to institutional clients.
• US digital assets regulatory landscape: Familiarity with US regulatory bodies like the SEC, CFTC, and OCC guidance, as well as evolving state-level frameworks, is necessary for navigating institutional sales.
• launching a new product or entering a new market segment: Prior success in launching new products or market segments is valuable for leading the commercial introduction of this new offering.

Who this role suits

• You possess a deep understanding of both DeFi-native concepts and the compliance-driven buying processes of regulated financial institutions.
• You have an established network within the US institutional crypto and digital asset leadership.
• You are comfortable engaging with senior executives and navigating complex regulatory environments.
• You are a strategic thinker who can translate client feedback into product and strategy insights.

From the employer

What You’ll Own

• Lead institutional sales for a new DeFi and digital assets product across hedge funds, asset managers, prime brokers, family offices, and bank treasury desks.
• Build and convert a pipeline of institutional prospects from first engagement through to signed commercial agreements.
• Position the product in context of clients’ existing digital asset strategies — on-chain treasury, tokenised assets, DeFi yield, liquidity management, and custody.
• Engage with Chief Investment Officers, Heads of Digital Assets, Crypto Trading Desks, and Treasury teams.
• Navigate compliance, legal, and risk frameworks at regulated financial institutions.
• Feed market intelligence back into product and strategy — your client conversations will shape the roadmap.
• Represent the firm at key digital assets, DeFi, and institutional crypto events across New York and the broader US market.
• Build and eventually scale a sales team as the product gains traction.

What We Need to See

• Deep, hands-on experience in DeFi — you understand the protocols, the infrastructure, and how institutional clients think about on-chain risk and opportunity.
• Proven track record selling digital asset products, crypto infrastructure, or blockchain-based solutions into regulated financial institutions.
• Existing network across institutional crypto and digital asset leadership in the US financial services market.
• Ability to navigate both worlds fluently: DeFi-native conversations and compliance-driven buying processes of regulated institutions.
• Experience with tokenised assets, on-chain treasury management, smart contract infrastructure, staking, or digital asset custody solutions.
• Familiarity with the US digital assets regulatory landscape: SEC, CFTC, OCC guidance, and evolving state-level frameworks.
• Based in New York or New Jersey, or willing to relocate.
• Strongly desirable: Prior experience at a digital asset exchange, DeFi protocol, crypto prime broker, blockchain infrastructure firm, or digital asset custodian.
• Understanding of layer-1 and layer-2 blockchain architecture and how it translates into institutional product design.
• Experience navigating MiCA, DORA, or international digital asset regulatory frameworks.
• Prior success launching a new product or entering a new market segment.
• Active presence and credibility within the institutional crypto and Web3 community.

The Package

• Base salary $180,000–$220,000 depending on experience.
• Uncapped OTE — commission structure designed to make top performers very well paid.
• Full US benefits: health, dental, vision, 401(k) with matching.
• Conference and travel budget across the US digital assets calendar.
• Hybrid working from New York or New Jersey office.
• Direct line to the founding product team and executive leadership.