BD Director, Staking Services

About the Role

We are hiring a BD Director to own institutional business development for our staking and node services. The sales channels are already in place; your job is to convert them into real institutional clients and revenue, and to lead the BD team across the full cycle — from pipeline to signing to retained assets.

Business Context

We provide enterprise-grade staking and node operations to institutional clients: exchanges, blockchain foundations, funds and asset managers, and corporate treasuries holding digital assets. The business spans major proof-of-stake networks and is built on reliable node operations, verifiable yield performance, and compliant delivery within regulated frameworks.

What You'll Do

Own institutional coverage and revenue

• Originate and manage institutional clients directly, carrying targets for staked assets under management and revenue
• Lead commercial negotiation, solution design, and contract closing on key accounts
• Take ownership of the team's commercial results, not just its activity

Build and lead the BD team

• Manage and grow the BD team; set target breakdown, pipeline discipline, process tracking, and business review cadence
• Develop the team's ability to open and hold institutional relationships, rather than relying on inbound

Convert channels and build the ecosystem

• Turn existing sales channels and partnerships into a sustainable, repeatable pipeline
• Build long-term relationships with blockchain foundations, custodians, trading platforms, and ecosystem partners
• Work closely with Product, Technology, Legal, and Compliance to take deals from opportunity to live delivery

What We're Looking For

• 8+ years in institutional business development, institutional sales, or strategic partnerships, including at least 3 years leading a team
• Direct experience in institutional staking, node infrastructure, digital asset custody, or institutional trading services
• Solid command of proof-of-stake economics and risk: node operations, yield composition, slashing, unbonding periods, and custodial vs non-custodial models
• A verifiable network across exchanges, blockchain foundations, funds and asset managers, or corporate treasuries
• A proven record of converting channels and relationships into signed business and retained assets — with numbers you can stand behind
• Strong execution and compliance awareness in a regulated environment
• Professional fluency in English

Nice to Have

• Experience serving major validators or leading blockchain foundations
• Cross-regional institutional coverage across Hong Kong, Singapore, Japan, or the Middle East
• Experience building an institutional BD function from scratch rather than inheriting one