Head of Institutions

About the role

This leadership role focuses on expanding Uniswap's institutional presence. The Head of Institutions will be responsible for defining and executing the institutional strategy, identifying new use cases for financial institutions, and developing market structures that encourage greater adoption. This involves understanding market dynamics and translating them into actionable plans for growth.

A key component of this position is building and managing strategic partnerships. The Head of Institutions will source and negotiate deals with banks, asset managers, and other financial entities, leveraging both existing networks and organizational resources. Success in this role means achieving institutional growth goals, increasing volume, and expanding distribution channels for Uniswap's offerings.

The role also requires close collaboration with internal teams, particularly Product and Engineering. The Head of Institutions will act as the business lead for high-priority institutional initiatives, coordinating across various departments like Legal, Policy, and Marketing to move opportunities from conception to deal closure. This involves translating market feedback into product requirements and advocating for institutional partner needs.

The salary for this full-time position ranges from $200,000 to $300,000 annually, with additional compensation elements like tokens and benefits also available.

Skills that matter here

• business development: This role requires establishing and executing strategies to grow Uniswap's institutional business, including identifying novel use cases and pathways to greater adoption.
• strategic partnerships: The position involves sourcing, negotiating, and leading strategic collaborations with major financial institutions.
• fintech: Candidates need experience in the fintech sector and an understanding of how financial institutions evaluate and adopt new technologies.
• capital markets: Understanding capital markets is crucial for identifying opportunities and developing relevant solutions for institutional clients.
• DeFi: The role involves leveraging DeFi concepts to create complementary solutions for traditional financial institutions.
• strategy: This position requires developing multi-year strategies for institutional growth and translating market signals into company-wide strategic recommendations.

Who this role suits

• A person who thrives in building new business lines and market segments, rather than just operating within established sales structures.
• Someone with a strong commercial judgment, capable of evaluating opportunities based on strategic value, customer impact, and economic viability.
• An individual who can combine high-level strategic thinking with hands-on execution, comfortable leading negotiations and partner meetings personally.
• A professional with executive presence who can build credibility and long-term relationships with senior leaders in traditional finance and digital asset departments.

From the employer

• Establish and execute institutional strategy where Uniswap is complementary to financial institutions: identifying novel use cases, bespoke market structures, partnerships, and pathways to greater adoption
• Develop institutional GTM motions, from segmentation and positioning to pipeline development, commercial models, and partner success, supporting internal and external development
• Source, negotiate, and lead strategic partnerships with banks, asset managers, funds, and others leveraging both your existing and organizational network
• Expand adoption and business outcomes owning institutional growth goals and identifying new opportunities for volume, distribution, and mutual success
• Translate market signals into company strategy with a deep understanding of institutional customer needs, market structure, competitive dynamics, and emerging trends, synthesizing insights into clear recommendations for product roadmap, growth strategy, and partnership priorities
• Partner closely with Product and Engineering representing institutional partner needs, developing business cases for new opportunities, and evaluating requirements to unlock meaningful adoption
• Lead complex cross-functional initiatives as the business DRI for high-priority institutional opportunities, coordinating stakeholders across Product, Engineering, Legal, Policy, Marketing, Finance, and other teams to move from idea to closing deals
• Build executive-level relationships representing Uniswap with senior leaders across traditional finance, fintech, payments, and digital asset departments to develop long-term relationships shaping the future of financial markets

• 7+ years of experience across business development, strategic partnerships, sales, strategy, or related roles in fintech, payments, capital markets, financial infrastructure
• Demonstrated success in developing and closing complex, high-impact partnerships with large financial institutions or enterprise customers
• Experience building a new business, market, customer segment, or GTM motion rather than solely operating within an established sales organization
• Strong knowledge of how banks, broker-dealers, asset managers, fintechs, payments companies, or other financial institutions evaluate and adopt new technologies
• The ability to combine strategic thinking with hands-on execution, with comfort developing a multi-year strategy and personally leading partner meetings and negotiations
• Strong commercial judgment and the ability to evaluate opportunities based on strategic value, customer impact, economics, and likelihood of execution
• Track record of product fluency having uncovered underlying needs of partner requests, and translating external feedback into useful feedback for Product and Engineering teams
• Executive presence and the ability to build credibility with senior leaders at sophisticated financial institutions
• Strong written and verbal communication skills, with a knack for simplify complex market, technical, and commercial concepts
• Comfort operating in ambiguity and building structure

• Minimum full-time salary of $200,000-$300,000. Disclosure in accordance with New York City's Pay Transparency Law.
• Full Time employees at Uniswap Labs are also eligible for other compensation elements, including tokens, and benefits, dependent on the position type.
• Uniswap Labs' Full-Time employee benefits include company-paid medical, dental, & vision for you and your dependents, wellness offerings including a partnership with Equinox Fitness Clubs, 401(k) with 4% employer contribution, annual $1,500 education stipend, unlimited and encouraged time off, up to 16 weeks paid parental leave, home office setup stipend for remote employees and daily lunches at NY headquarters (all benefits are subject to applicable taxes and based on eligibility).
• Uniswap Labs is committed to diversity in our workforce and is proud to be an Equal Opportunity Employer (EEO). We provide employment opportunities without regard to age, race, color, ancestry, national origin, religion, disability (including gender dysphoria and similar gender-related conditions), sex, gender identity or expression, sexual orientation (including actual or perceived heterosexuality, homosexuality, bisexuality, and asexuality), veteran status, military status, domestic violence victim status, reproductive health decision making or any other protected category. In addition, Uniswap Labs participates in E-Verify.