Head of Business Development - Crypto
Leads commercial expansion for tokenized equities by developing issuer, market maker, liquidity provider, and crypto infrastructure partnerships. The role owns partner onboarding, negotiations, network growth, and regulatory-informed go-to-market work, requiring 5+ years in financial services, fintech, capital markets, or digital assets.
About the job
Responsibilities
Issuer and Market Maker Relationships
- Identify, develop, and manage relationships with issuers, liquidity providers, and market makers participating in the tokenized equity ecosystem.
- Serve as a trusted point of contact for prospective and existing partners, matching their goals to tokenization infrastructure.
- Support commercial negotiations and structure partnership terms with Legal and Compliance.
Onboarding and Network Growth
- Own end-to-end onboarding for issuers and market makers joining the Instant Tokenization Network.
- Partner with Sales, Customer Success, Product, and Engineering to translate requirements into onboarding workflows and technical integrations.
- Track and report pipeline, onboarding status, and network growth metrics to senior leadership.
Network Development
- Help define partnership models, liquidity structures, and go-to-market approaches for on-chain equities.
- Build partnerships with wallets, custodians, exchanges, and other crypto-native infrastructure providers.
- Identify and qualify Broker API prospects and coordinate handoffs with Sales.
- Represent the company at industry events and partner conversations.
- Monitor the regulatory and competitive landscape for digital assets and tokenized securities and provide strategic insights.
Requirements
- 5+ years of experience in business development, partnerships, or institutional sales within financial services, fintech, capital markets, or crypto/digital assets.
- Experience with market maker, liquidity provider, or issuer relationships, ideally in equities, ETFs, or digital assets.
- Strong understanding of, or ability to quickly learn, tokenization, blockchain-based settlement, and digital asset market structure.
- Working knowledge of crypto and digital asset regulations, including licensing regimes, custody requirements, and securities classification.
- Excellent relationship management and negotiation skills.
- Ability to manage multiple partner relationships and onboarding workstreams simultaneously.
- Comfortable working cross-functionally with Sales, Customer Success, Product, Engineering, Legal, and Compliance teams.
- Strong organizational skills, self-starter mentality, and bias toward action.
Nice-to-Haves
- Experience at a broker-dealer, exchange, market maker, or crypto-native firm.
- Existing relationships with issuers, market makers, or liquidity providers.
- Experience with tokenization, real-world assets, or on-chain market infrastructure projects.
- Familiarity with broker APIs or brokerage-as-a-service business models.
Compensation and Benefits
- Competitive salary and stock options.
- Health benefits.
- One-time USD $500 new-hire home-office setup.
- USD $150 monthly stipend via a Brex Card.
Skills
Business Development, Partnerships, Institutional Sales, Tokenization, Blockchain, Blockchain Settlement, Digital Assets, Market Structure, Crypto Regulations, Liquidity Providers, Market Makers, Broker Api, Technical Integrations, On-Chain Equities, Real-World Assets
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