Head of Institutional Sales - DeFi & Digital Assets

The institutional digital assets market is no longer emerging — it’s arrived. And the firms that move now, with the right people, will define the next decade of how financial institutions interact with decentralised finance.

We are hiring a senior institutional sales professional to lead the commercial launch of a new digital assets product within an established, well-capitalised financial technology firm. This is the rare combination: the energy, autonomy, and upside of a start-up product launch — backed by the infrastructure, credibility, and client relationships of a firm with serious institutional pedigree.

If you’ve spent years bridging the gap between DeFi infrastructure and institutional buyers, and you’re ready to do it at scale with real backing behind you — this is the role.

Why this role is different

Ground-floor commercial ownership of a new product in a firm with an existing institutional client base — you’re not starting from zero
A compensation structure built for a top performer: $180k–$220k base with genuinely uncapped commission
Direct access to executive leadership and the ability to shape product, positioning, and go-to-market strategy from day one
An established firm’s brand and balance sheet behind a product that genuinely moves the needle for institutional clients
The right moment: regulatory clarity is improving, institutional appetite is accelerating, and the market is ready

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

The institutional DeFi moment is now. The product is real. The backing is serious. What’s missing is the right person to take it to market. If that’s you apply directly and we will connect with you to discuss further.