Head of Institutional Sales - DeFi & Digital Assets

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.