Head of Institutional Sales

As Head of Institutional Sales at Bitcoin Dollar (backed by Coinme and Polygon Labs), you build and own the pipeline for institutional capital into our USD and BTC vaults. You'll engage with DAO treasuries, crypto funds, family offices, and institutional allocators, walking them through why our yield products belong in their portfolio. This role requires fluency in DeFi risk frameworks, collateral mechanics, and structured products, paired with an established rolodex in institutional crypto.

What you'll do

• 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 including pitch decks, risk frameworks, yield attribution breakdowns, and competitive positioning documents that withstand 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 to understand how institutional allocators evaluate DeFi yield products, what risk parameters matter to them, and what blocks deployment
• Conduct competitive analysis across the institutional DeFi yield landscape (Gauntlet, Steakhouse, Sentora, Ethena, Sky, Morpho, Pendle, Aave, Yearn, Lido) to identify positioning opportunities
• Serve as the voice of the institutional customer to the team, translating 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

What you bring

• 5+ years in institutional sales, business development, or capital raising in crypto or digital assets
• Direct experience at a major institutional crypto firm such as 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 including DAO treasuries, crypto funds, family offices, or traditional finance crossover allocators
• Deep understanding of DeFi mechanics and risk frameworks including yield farming, liquidity provision, vaults, staking, collateral management, smart contract risk, and on-chain analytics
• Ability to articulate complex structured products to sophisticated buyers, walking allocators through omega hedging, TRD, and collateral ratio mechanics
• Strong product marketing instincts and 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
• Self-directed execution style and comfort building a sales function from zero at an early-stage protocol
• Strong analytical skills including ability to build 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 such as Gauntlet, Steakhouse, or Sentora
• 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

About Bitcoin Dollar

Bitcoin Dollar is building a DeFi yield primitive and structured product platform based on BTCD, a collateralized token maintaining 50/50 BTC/USD exposure. Built by crypto leaders from Coinme, Bullish, ShapeShift, Credora, and ether.fi, and backed by Polygon Labs and Coinme, the platform offers sBTCD (a yield-bearing token capturing returns from productive Bitcoin assets, productive dollar assets, and volatility monetization) that powers two structured vaults: a USD Vault delivering 12-15% APY in dollar terms with zero BTC price risk, and a BTC Vault delivering 6-10% APY denominated in BTC while preserving full Bitcoin exposure.