Head of Institutional Sales

Описание вакансии

At Coinme, we’re redefining access to financial services in a digital world. By combining the cutting-edge power of blockchain technology with everyday simplicity, we make digital currencies accessible and usable for all.

As the world's largest network of cryptocurrency kiosks with over 40,000 locations nationwide, we're breaking down barriers to crypto adoption through our seamless mobile app, secure digital wallet, and DeFi integrations. Beyond our consumer offerings, we're also the infrastructure powering the crypto revolution for businesses.

Through our enterprise Crypto-as-a-Service (CaaS) platform, we enable businesses to launch crypto capabilities in weeks, not months. Our modular, API-first infrastructure provides everything from KYC and payment processing to liquidity and custody solutions—all fully licensed and compliant.

We’re big enough to lead the charge in decentralized finance but small enough that your ideas will make waves. Every role at Coinme contributes to building a financial future where everyone has the tools to thrive. At Coinme, your growth fuels our mission. Together, we RISE.

About Bitcoin Dollar

Bitcoin Dollar is building a new DeFi yield primitive and structured product platform based on BTCD — a collateralized token that maintains a 50/50 BTC/USD exposure. But the real product isn't BTCD itself — it's what BTCD makes possible.

When users stake BTCD, they receive sBTCD, a yield-bearing token that captures returns from the entire underlying portfolio: productive Bitcoin assets like ybBTC, productive dollar assets like sUSDe and sUSDS, and the portfolio's own volatility monetization engine. sBTCD becomes the most powerful collateral primitive in DeFi.

By using sBTCD as collateral in leveraged vaults, we isolate pure exposure and build structured products on top:

• The USD Vault borrows BTC against sBTCD, delivering 12–15% APY in dollar terms with zero BTC price risk to the depositor.
• The BTC Vault borrows USD against sBTCD, delivering 6–10% APY denominated in BTC while preserving full Bitcoin exposure.

Depositors simply choose USD or BTC. The vaults handle the leverage, the rebalancing, and the risk management. The yield flows down from sBTCD — which aggregates returns from USD strategies, BTC strategies, and internal rebalancing — into simple structured products that anyone can use.

Bitcoin Dollar is built by crypto leaders from Coinme, Bullish, ShapeShift, Credora, and ether.fi, and backed by Polygon Labs and Coinme. We're a small, high-conviction team building at the intersection of Bitcoin and DeFi. Your work here will directly shape how millions of people save and grow their wealth.

The Role

We're looking for a Head of Institutional Sales to build and own the pipeline for institutional capital into Bitcoin Dollar's vaults. You'll be the person who walks into conversations with DAO treasuries, crypto funds, family offices, and institutional allocators and makes them understand why our USD and BTC vaults belong in their portfolio.

This isn't a traditional BD role where you're chasing integrations and co-marketing. You're selling yield products to sophisticated capital allocators who will scrutinize your risk framework, your collateral composition, and your smart contract architecture before they move a dollar. You need to speak their language fluently — and you need a rolodex that gets you in the room.

We aspire to remain a small team of senior-level contributors who possess the highest levels of ownership, integrity, customer empathy, and ambition for building the world's digital asset future.

Key Responsibilities

• 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

Qualifications

• 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

Nice to Have

• Experience selling yield products, structured products, or lending/borrowing solutions to institutional buyers
• Background at a vault curator, risk management firm, or DeFi risk advisory (Gauntlet, Steakhouse, Sentora, or similar)
• Experience working with compliance and legal teams to navigate institutional onboarding requirements
• Familiarity with Ethereum ecosystem tooling, ERC-20 standards, and cross-chain interoperability
• Track record of closing $10M+ institutional allocations into DeFi protocols
• Existing relationships with Morpho vault curators, Aave governance participants, or other DeFi lending ecosystem stakeholders

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