Head of Business Development Staking
About the Role
You will lead institutional business development for staking. You will source and qualify institutional prospects, structure partnerships, negotiate contracts, and manage onboarding and integrations. You will work closely with product, operations, legal, risk, and engineering to scale institutional staking offerings. You will manage post-signing implementation, drive account retention and expansion, measure AUM growth and other key metrics, represent at industry events, and, over time, hire and mentor a small BD and partnerships team.
Requirements
- 8+ years of B2B or institutional sales business development or partnership experience ideally in financial services fintech or blockchain
- Proven track record closing six- to seven-figure deals with institutional clients
- Deep understanding of blockchain crypto and staking including validator operations slashing risk yield mechanics and custody models
- Experience negotiating complex contracts including SLAs and risk allocation
- Established network within institutional asset management custody banks or digital asset ecosystems
- Ability to sell both technical and business value bridging product engineering and institutional decision-makers
- Strong communication presentation and storytelling skills
- High emotional intelligence and relationship-building ability
- Highly self-motivated entrepreneurial mindset and ability to operate in ambiguity
- Willingness to travel as needed
- Bachelor’s degree in Business Finance Engineering or equivalent; advanced degree such as MBA is a plus
Responsibilities
- Define the institutional go-to-market strategy for staking AUM
- Map the institutional landscape including custodians asset managers family offices funds and hedge funds
- Build a pipeline of high-potential institutional targets
- Work cross-functionally with product operations legal risk and engineering to develop a scalable institutional staking offering
- Develop sales enablement materials pitch decks technical documentation and ROI justifications
- Prospect qualify and lead business development efforts both outbound and inbound
- Lead negotiations with major prospects including custodians and custody platforms
- Structure commercial agreements including revenue share SLAs operational terms and risk sharing
- Oversee onboarding and integration for institutional clients
- Manage the full sales cycle from lead to close including post-signing implementation support
- Cultivate relationships with key decision makers at institutions
- Identify and manage strategic partnerships with custodians wallets exchanges and infrastructure providers
- Embed staking capabilities with custodian providers and co-market where appropriate
- Represent the company at industry and institutional conferences panels and events
- Monitor regulatory custodial and institutional trends and report insights to product legal and risk teams
- Drive retention upsell and expansion within institutional accounts
- Provide high-touch account management and serve as client advocate
- Measure and track key metrics such as AUM growth churn yield uplift and client satisfaction
- Recruit mentor and set quotas and KPIs for BD and partnerships team members
- Drive cross-functional collaboration and communication across business product engineering legal and operations
Benefits
- Competitive salary and equity package
- Remote work environment with a flexible schedule
- Exposure to a global network of industry experts partners and influencers