Head of Institutional Partnerships

📋 Description

• • Own and scale Celestia’s entire institutional go-to-market motion, translating the first modular L1 blockchain into enterprise-ready solutions for banks, exchanges, asset managers, fintechs, and Fortune 500 innovators. You will architect the playbook that turns cutting-edge crypto infrastructure into trusted, revenue-generating partnerships.
• • Build and execute a data-driven business development strategy that targets Tier-1 financial institutions and high-growth enterprises across the U.S., Europe, and APAC. Define quarterly OKRs, pipeline stages, and KPIs to measure deal velocity, average contract value, and long-term revenue impact.
• • Leverage your existing C-suite and VP-level network to open doors at global banks, payment processors, custodians, ETF issuers, and Web2 giants exploring tokenization, stablecoins, or on-chain settlement. You will source, qualify, and prioritize prospects using a mix of warm intros, conference networking, and outbound thought-leadership campaigns.
• • Run complex, multi-stakeholder sales cycles end-to-end—from first pitch to procurement, security reviews, legal redlines, and post-launch expansion. You will quarterback internal engineering, product, and legal resources to craft bespoke SLAs, compliance frameworks, and integration roadmaps that satisfy institutional risk appetites.
• • Translate Celestia’s modular architecture, sovereign rollups, and data-availability sampling into crisp ROI narratives for CFOs, CTOs, and innovation heads. Develop vertical-specific pitch decks, whitepapers, and demo scripts that speak to capital-markets efficiency, settlement finality, and cost savings.
• • Represent Celestia on global stages—Money 20/20, Sibos, Consensus, Token2049—delivering keynotes, panels, and fireside chats that position the company as the default infrastructure layer for institutional crypto adoption. Own follow-up nurture campaigns that convert conference leads into active pilots.
• • Act as the voice of the customer inside Celestia Labs. Aggregate institutional feedback on performance, compliance, and feature gaps; synthesize findings into concise product-requirement briefs for engineering and protocol-research teams. Influence roadmap prioritization that balances enterprise needs with decentralization ethos.
• • Establish a repeatable partnership framework including pricing models, legal templates, onboarding playbooks, and success metrics. Mentor junior BD and solutions-engineering hires, creating a high-performing institutional pod that can scale to $100M+ in contracted ARR over the next three years.
• • Monitor competitive and regulatory landscapes—MiCA, Basel III, OCC guidance—to anticipate market shifts and craft proactive positioning. Publish quarterly market-intelligence reports that keep Celestia’s leadership and community ahead of policy and technology trends.
• • Foster cross-functional collaboration across time zones. While the team is remote-first, you will anchor U.S. market hours and be available for key syncs between 1 pm–6 pm CET, ensuring seamless hand-offs with European-based engineering and executive leadership.