Head of Institutional Business Development and Sales - Recruiting from Scratch : Job Details

Who is Recruiting from Scratch:Recruiting from Scratch is a premier talent firm that focuses on placing the best product managers, software, and hardware talent at innovative companies. Our team is 100% remote and we work with teams across the United States to help them hire.About the client:

Title of Role: Head of Institutional Business Development and SalesLocation: NY-based preferred (Remote considered)Company Stage of Funding: Venture-Backed StartupOffice Type: Remote or On-Site (NY Preferred)Salary: $250k – $300k + Competitive Equity

Company Description

Our client is a fast-growing venture-backed company building cutting-edge infrastructure at the intersection of traditional finance and crypto. Their platform empowers financial institutions to access on-chain products in a seamless, compliant, and scalable way. With a strong leadership team and significant market traction, they're now hiring a Head of Institutional Business Development and Sales to drive the next phase of strategic growth.

This is a rare opportunity to take a leadership role in a mission-driven company where the future of DeFi and institutional capital meet.

What You Will Do

• Lead institutional sales strategy and execution across hedge funds, family offices, and financial institutions

• Develop and own the entire sales lifecycle from pipeline generation to contract signing

• Collaborate with legal, product, and compliance to ensure solutions meet institutional-grade requirements

• Build and maintain high-trust relationships with stakeholders at the executive and decision-making level

• Translate technical product features into clear value propositions for institutional clients

• Navigate complex partnership discussions including fund structuring, custody, and regulatory considerations

• Serve as a key voice of the customer, helping shape product roadmap and go-to-market strategy

Ideal Candidate Background

• 7+ years in institutional business development, partnerships, or B2B sales within traditional finance, fintech, or crypto-native companies

• Proven track record of selling into financial institutions, family offices, or asset managers

• Deep understanding of both traditional capital markets and crypto infrastructure (stablecoins, DeFi protocols, cross-chain tech)

• Familiar with KYC/AML frameworks, legal structuring, and regulatory risk in digital assets

• Experience collaborating with legal counsel on structuring institutional deals, fund frameworks, and partnership agreements

• Strong presentation and storytelling skills — able to simplify complex tech into executive-ready narratives

• Existing network of institutional contacts, especially in the NY financial ecosystem

Preferred

• Based in New York (strong preference)

• Experience with DAO governance, protocol-level BD, or institutional crypto custody solutions

• Previous work on structured digital asset products or regulatory compliance in the crypto space

• Confident working in an early-stage startup with high autonomy and rapid iteration

Compensation, Benefits, and Other Details

• Base Salary: $250k – $300k

• Competitive equity package

• Remote flexibility with preference for New York-based candidates

• Chance to build and lead business development at a high-growth, mission-driven fintech startup

• Work alongside a top-tier leadership team with deep experience in tech, finance, and crypto

• Be at the forefront of building infrastructure for institutional DeFi adoption

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