Head of GTM

Responsibilities

• Own the full GTM organization from different customer groups (fintechs, partners, financial institutions, ...) to support functions (support, solutions, risk, revops, ...) so revenue is driven by a structured organization rather than ad hoc founder effort.
• Oversee the GTM Operations team so technical onboarding of partners is structured, scalable, and tied directly to the commercial motion.
• Build the commercial operating infrastructure from scratch (CRM, pipeline tracking, account segmentation, forecasting, and KPI frameworks) so the business can forecast and report revenue reliably.
• Act as a senior commercial face of Morpho, developing genuine product and protocol fluency to carry tier-one conversations and ultimately reduce CEO involvement in closing.
• Partner with the CEO and leadership on revenue strategy and metrics, and maintain tight feedback loops with Product so partner input shapes the roadmap, while hiring and developing the commercial org as it scales.
• Build and lead a New Business function, formalizing the distributor pipeline and defining the ideal partner profile, to create a repeatable outbound motion across distributor and institutional counterparty segments.

What Success Looks Like

First 30 days

• Ramped on the protocol, product, customers, and commercial priorities, and mapped the current commercial function.
• Stand up a baseline CRM, pipeline, and forecasting view, and begin owning relationships with the largest accounts alongside the CEO.

First 4 months

• Representing Morpho in tier-one commercial conversations without needing the CEO to close.
• The first key missing roles will be staffed and operating, and the distributor pipeline will be formalized with a clear ideal-partner profile.

In 1 year

• Advanced active loans materially toward an ambitious target, established predictable and trusted forecasting, segmentation, and KPI reporting, launched or expanded several flagship partnerships, and scaled the commercial org through strong hires.

Must-have Experience & Skills

• Proven track record building and scaling a commercial organization from an early stage in a complex B2B or financial-infrastructure context, including running both a new-business function and an account-growth/partner function.
• Ability to adapt sales process to a new complex product, from first principles.
• Demonstrated ability to personally carry and close technically complex products through long enterprise cycles to sophisticated institutional buyers (financial institutions, fintechs, crypto infrastructure partners).
• Genuine product fluency and deep product curiosity: able to develop substantive knowledge of the protocol and its economics, not reliant on sales engineering for technical depth.
• Track record of building commercial operating infrastructure (pipeline, forecasting, KPIs, account management) where none existed.
• Strong people leadership across technically and financially sophisticated teams.
• Humble.

Perks & Benefits

• Fair, top-tier compensation, real flexibility, time together in Paris, great health coverage, and support to keep learning.