Director of Enterprise Sales & Partnerships
About the Role
You will lead strategic enterprise sales and partnerships with fintechs, exchanges, custodians, and payment platforms. You will source, qualify, negotiate, and close large deals, co-design integrations with partners, work with engineering and product to deliver bespoke onchain solutions, manage a strong pipeline, and represent the company at industry events.
Requirements
- 7+ years of experience in enterprise sales business development or partnerships ideally within fintech exchanges custody or payments
- Proven ability to originate negotiate and close large-scale deals with financial institutions enterprise clients and technology partners
- Strong product and technical fluency able to understand API smart contract and how DeFi infrastructure integrates with enterprise systems
- Entrepreneurial mindset with the ability to ideate new product and partnership models that create tangible business value
- Experience collaborating cross-functionally with product engineering and legal teams to bring complex solutions to market
- Excellent communication presentation and relationship management skills comfortable engaging with executive and technical stakeholders
- Strategic thinker with an analytical and commercial mindset and data-driven decision-making
- Self-starter who thrives in fast-paced evolving environments
- Nice to have: Prior experience integrating or selling blockchain infrastructure to enterprise clients or at a Fintech
- Nice to have: Background in custody tech payment infrastructure or digital asset services
- Nice to have: Understanding of smart contract design APIs SDKs or developer platforms
- Nice to have: Demonstrated ability to work on co-built product launches or go-to-market initiatives with partners
Responsibilities
- Drive enterprise adoption of Aave’s technologies across fintechs neobanks custodians and exchanges
- Identify and develop strategic ecosystem opportunities including partnerships with exchanges wallet providers and payment platforms
- Lead full-cycle sales processes from sourcing and qualification through deal structuring negotiation and execution
- Co-design products with partners by translating market needs into integration opportunities across Aave V4 GHO and the broader Aave ecosystem
- Partner with engineering and product to deliver bespoke solutions that connect traditional finance rails with onchain liquidity and yield infrastructure
- Build and manage a strong pipeline of partners establishing Aave as a trusted partner for onchain finance and custody innovation
- Collaborate with marketing and ecosystem teams to define go-to-market narratives and partnership playbooks for fintech and institutional audiences
- Work closely with leadership on revenue forecasting deal prioritization and strategic account management
- Represent Aave at industry events conferences and executive forums to drive awareness and high-level engagement