Build and execute an institutional sales strategy targeting DAO treasuries, crypto-native funds, family offices, RIAs, and institutional allocators
Own the full sales cycle — from prospecting and outreach through due diligence support, onboarding, and ongoing relationship management
Develop institutional-grade materials: pitch decks, risk frameworks, yield attribution breakdowns, and competitive positioning documents that stand up to rigorous scrutiny
Develop and execute partnership strategy with complementary protocols (lending markets, yield aggregators, vault curators, and DeFi platforms) to expand distribution and sBTCD composability across the ecosystem
Run structured customer discovery — understand how institutional allocators evaluate DeFi yield products, what risk parameters they care about, and what blocks them from deploying
Conduct competitive analysis across the institutional DeFi yield landscape (Gauntlet, Steakhouse, Sentora, Ethena, Sky, Morpho, Pendle, Aave, Yearn, Lido, etc.) to identify positioning opportunities
Serve as the voice of the institutional customer to the team — translate allocator feedback and requirements into actionable product insights that shape the roadmap
Represent Bitcoin Dollar at institutional conferences, panels, and private events to build credibility and pipeline
Establish, track, and report on sales metrics including pipeline value, conversion rates, TVL from institutional sources, and retention

5+ years in institutional sales, business development, or capital raising in crypto or digital assets
Direct experience at a major institutional crypto firm — e.g., Galaxy, Coinbase Institutional, Anchorage, BitGo, Fireblocks, Copper, Fidelity Digital Assets, Cumberland, GSR, Wintermute, Lido, Aave, Sky, Ethena, or comparable
Established relationships with institutional capital allocators — DAO treasuries, crypto funds, family offices, or traditional finance crossover allocators
Deep understanding of DeFi mechanics and risk frameworks: yield farming, liquidity provision, vaults, staking, collateral management, smart contract risk, and on-chain analytics
Ability to articulate complex structured products to sophisticated buyers — you can walk an allocator through omega hedging, TRD, and collateral ratio mechanics without losing them
Strong product marketing instincts: ability to build institutional narratives, competitive positioning, and sales materials from scratch
Proficiency with on-chain analytics tools (Dune, Nansen, Arkham) for prospect research and competitive intelligence
Scrappy, self-directed executor who thrives building a sales function from zero at an early-stage protocol
Strong analytical skills — comfortable building financial models, yield projections, and risk scenarios for institutional prospects.

Head of Institutional Sales

Key skills