Partnerships Principal, Institutional Ecosystem (Remote / Europe-friendly)

As Partnerships Principal for Institutional Ecosystem at Tephra Capital, you identify, cultivate, and manage strategic relationships across the institutional crypto and Web3 ecosystem. You build long-term partnerships with funds, exchanges, custodians, infrastructure providers, market makers, and other institutional participants that support Tephra's portfolio companies and deal flow. This is a full-time remote role aligned to Europe-friendly hours.

What you'll do

• Map the institutional crypto and Web3 ecosystem and maintain a structured pipeline of key institutional contacts
• Source and evaluate partnership opportunities, negotiate collaboration frameworks, and structure complex partnerships including commercial terms, technical integrations, and co-go-to-market plans
• Collaborate with investment, technical, and portfolio support teams to design joint initiatives, co-marketing efforts, and product integrations that create value for founders and institutional partners
• Conduct market and competitive research, and evaluate ecosystem trends that influence institutional behavior in crypto
• Represent Tephra Capital at virtual and in-person events
• Prepare partnership materials and narratives
• Systematically track outcomes and KPIs

What you bring

• A strong background in crypto, Web3, or fintech, with familiarity across areas such as DeFi, infrastructure, payments, and institutional products
• Experience in institutional relationship management, business development, or ecosystem partnerships, ideally working with funds, exchanges, custodians, or enterprise clients
• Demonstrated ability to source, structure, and negotiate complex partnerships
• Excellent communication and presentation skills, with the ability to translate technical concepts into clear, compelling narratives for diverse stakeholders
• Comfort working in a fast-paced, remote-first environment across time zones, with strong organizational skills and a disciplined approach to CRM and pipeline tracking
• An analytical mindset and experience in market research and competitive mapping
• Ability to collaborate with investment and product/engineering teams, and to understand token models and technical product requirements

About Tephra Capital

Tephra Capital is a crypto-native venture firm backing teams building the decentralized economy, with a focus on Web3 infrastructure, DeFi, payments, and consumer crypto. Founded in 2021 and headquartered in New York, the firm invests primarily at pre-seed and seed stage in teams with working products.