Head of BD & Strategic Partnerships

About the role

This role is focused on partnership-led growth, ecosystem development, referral channels, strategic accounts, and senior business development execution.

Responsibilities

• Build and execute Halborn's business development and partnership strategy across Web3, fintech, digital assets, cybersecurity, blockchain infrastructure, and institutional technology markets.
• Develop senior-level relationships with founders, executives, investors, exchanges, custodians, protocols, infrastructure providers, fintechs, system integrators, and enterprise buyers.
• Identify, qualify, and pursue strategic commercial opportunities that generate qualified pipeline and revenue.
• Personally engage in high-value business development conversations where executive credibility and commercial judgment are required.
• Translate market relationships into measurable commercial outcomes.
• Build and scale partnerships with VC firms, accelerators, infrastructure providers, digital asset platforms, custodians, advisory firms, technology partners, and strategic ecosystem participants.
• Develop co-selling, referral, alliance, and joint GTM programs that consistently generate enterprise opportunities.
• Position Halborn as the preferred cybersecurity partner across institutional crypto and Web3 ecosystems.
• Maintain active executive relationships with key partners while identifying new partnership categories that expand Halborn's reach.
• Lead and develop the business development function, providing direction, coaching, and accountability for SDR/BDR activities supporting partnership and outbound motions.
• Establish account mapping, outbound priorities, pipeline reviews, KPI tracking, and CRM discipline across the BD organization.
• Build repeatable outbound and partner engagement processes that consistently convert strategic relationships into qualified meetings.
• Partner closely with Sales leadership to ensure seamless handoff and progression of opportunities.
• Collaborate with Sales leadership to convert partner activity into qualified enterprise pipeline.
• Support strategic account pursuits where senior business development involvement accelerates access and deal progression.
• Partner with Marketing on conferences, ecosystem activations, partner campaigns, and industry initiatives.
• Maintain accurate tracking of partner activity, referrals, pipeline, and commercial motions within HubSpot.
• Build repeatable reporting around partner-sourced pipeline, conversion, deal influence, and revenue contribution.
• Monitor Web3, fintech, digital assets, and cybersecurity markets to identify new commercial opportunities.
• Gather intelligence from customers, partners, investors, and ecosystem participants to inform Halborn's GTM strategy.
• Help refine Halborn's positioning across protocol security, blockchain infrastructure, custody security, DeFi, institutional crypto, and emerging market segments.
• Represent Halborn at conferences, executive meetings, customer engagements, and ecosystem events.

Requirements

• 10+ years of experience in business development, strategic partnerships, enterprise sales, ecosystem growth, or commercial GTM leadership.
• Strong background in Web3, digital assets, fintech, blockchain infrastructure, cybersecurity, or enterprise technology.
• Demonstrated success building strategic partnerships that generate qualified pipeline and measurable revenue.
• Existing network across Web3, institutional crypto, fintech, venture, infrastructure providers, developer ecosystems, or cybersecurity.
• Strong commercial judgment with the ability to identify high-value opportunities and convert relationships into business outcomes.
• Experience engaging founders, executives, investors, CISOs, CTOs, security leaders, and institutional buyers.
• Strong executive communication and presentation skills.
• Comfortable operating independently in a fast-paced, remote-first environment.
• Willingness to travel for strategic meetings, conferences, and partner engagements.
• Experience building and scaling VC, accelerator, alliance, or ecosystem-led GTM programs.
• Existing network across Web3, digital assets, institutional crypto, fintech, or cybersecurity ecosystems.
• Experience leading or scaling SDR/BDR organizations within high-growth B2B technology companies.
• Prior experience selling or partnering around cybersecurity services, smart contract audits, penetration testing, protocol security, custody security, or technical advisory services.
• Experience working in fast-growing, remote-first startup environments.
• Strong understanding of blockchain infrastructure, Layer 1/Layer 2 ecosystems, DeFi, stablecoins, custody, tokenization, and institutional digital asset markets.
• Experience working with both Web3-native companies and regulated financial institutions.
• Experience representing a company at major industry conferences and converting event participation into strategic partnerships and qualified pipeline.

Qualifications

• Additional languages are a plus.

Benefits

Halborn Inc is an Equal Opportunity Employer. We do not discriminate based upon race, religion, color, national origin, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, education, protected veteran status, disability, or other legally protected characteristics.

Schedule

Remote (United States)