Institutional Business Development Lead

10-15+ years of experience in institutional sales, BD, capital markets, or crypto infrastructure. 4+ years in crypto, with experience selling into custodians, exchanges, funds, or institutional platforms. Understanding of BTCFi, LSTs, cross-chain markets, and vault mechanics. Understanding of institutional market structure. Proven track record of sourcing, structuring, and closing complex deals. Ability to move from market mapping to execution. Experience in 0→1 environments with ambiguity and velocity. Ability to work cross-functionally with technical and non-technical teammates. Structured thinking, clear writing, and persuasive communication skills.

Build and manage an institutional pipeline for revenue generation. Drive FBTC adoption across institutional users and partners. Negotiate commercial terms and integration economics. Lead BD with wallets, custodians, and earn platforms. Scale the FBTC Merchant Program. Coordinate with ecosystem partners for cross-chain distribution. Identify new institutional verticals for BTC yield and treasury solutions. Collaborate with leadership on product roadmap alignment. Develop commercial frameworks and deal templates. Translate institutional partner needs into product specs. Partner with Marketing for institutional GTM campaigns. Ensure high-quality execution across onboarding and compliance.