Director - Institutional BD

About the role

We’re hiring a Director - Institutional BD to drive commercial growth across the tokenized asset ecosystem. This is a strategic, but also executive role at the intersection of DeFi infrastructure, tokenization, and institutional finance.

Responsibilities

• Execute our go-to-market strategy - building strong relationships with marketplaces, asset issuers, protocols, data providers, and institutional allocators.
• Scale the adoption of our risk ratings and our monitoring platform, grow our international footprint, and build revenue-generating partnerships.
• Grow adoption & build GTM partnerships by securing partnerships with digital asset exchanges, financial institutions, DAO's, associations, custody and other infrastructure providers to integrate our products and services.
• Shape co-marketing efforts with key partners to amplify visibility and trust in the market (hosting of side-events, publishing co-authored articles etc.).
• Community Building: Build and manage with us a dedicated asset allocator (AAA) global listing alliance (GRADE) community to drive further adoption in the market.
• Develop scalable processes for partner success and feedback loops to product.
• Represent Particula at industry events and to external stakeholders as a thought leader in the space.

Requirements

• 7+ years of experience in institutional-facing roles within digital assets/crypto, capital markets, or fintech; at least 5+ years in senior leadership owning enterprise partnerships, BD, or institutional sales with measurable revenue and ecosystem impact.
• Proven track record building and closing complex, multi-stakeholder deals with exchanges, banks, asset managers, custodians, prime brokers, and infrastructure providers - from sourcing and qualification to contracting, onboarding, and post-launch growth.
• Deep understanding of institutional digital asset market structure: exchange and custody workflows, prime services, liquidity/market making, KYC/AML, compliance, risk controls, token listings, and integration patterns.
• You’ve worked with tokenized assets, structured products, or digital asset infrastructure (bonus: experience at an exchange or TradFi platform expanding into Web3).
• Established network in the institutional digital asset ecosystem with relationships across exchanges, custodians, banks, asset managers, and associations.
• Hands-on experience building and managing a robust BD and partnerships pipeline (CRM rigor, forecasting accuracy, stage definitions, mutual close plans).

Qualifications

• A sharp strategic thinker who can identify opportunities, close complex deals, and build long-term relationships.
• Strong analytical and communication skills - you can explain technical concepts simply and convincingly.
• Passionate about shaping the future of capital markets.
• Entrepreneurial by nature: you build, you own, you drive.

Skills

• Experience in business development, partnerships, sales, or strategy, ideally in fintech, Web3, tokenization, or financial data/analytics/ratings.

Benefits

• Offsites with the team in exciting locations
• Flexible working hours in a company that relies on remote work
• Exciting product in a very dynamic market environment as well as founding-level ownership of a key growth function.
• Values-based start-up culture
• Many opportunities to develop further and network with committed people
• Flat hierarchy

Pay

Cash salary: gross annual salary & potential share options for outstanding performance

Schedule

Remote (United States)

How to Apply

Send us a quick intro with your CV and LinkedIn profile. Bonus if you can share a deal, partnership, or GTM strategy you’re proud of.

Let’s build the next layer of trust for digital assets - together!

Updated: 10 minutes ago

Job ID: 16377056

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