Head of Institutional Sales

🔥 1 hour ago

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11 - 50 employees

Founded 2014

Crypto • eCommerce • Fintech

Coinme is a cryptocurrency exchange platform that enables users to buy and sell cryptocurrencies instantly with cash or debit. Established as one of the first Bitcoin ATM providers, Coinme operates over 40,000 locations including Coinstar kiosks, making it convenient for everyday consumers to access digital currencies. The platform is designed to be user-friendly, allowing even beginners to navigate crypto transactions and management easily.

📋 Description

• 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

🎯 Requirements

• 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.

🏖️ Benefits