Develp is building institutional staking infrastructure with the goal of becoming a sustainable, revenue-generating business. We are seeking a senior commercial leader to drive revenue growth by acquiring institutional clients and expanding our commercial footprint across staking ecosystems. This entrepreneurial role involves building from an early stage, operating independently, and being motivated by performance-based rewards. The role owns the commercial function from opportunity creation to client onboarding, with a focus on strategy, sales execution, and relationship development in the crypto or adjacent financial markets.
Responsibilities
- Own Develp's revenue target and be fully accountable for the commercial success of the project
- Work with internal stakeholders to define and refine the commercial model, including target customer profiles, pricing strategy, sales assumptions, and unit economics
- Build and execute the institutional sales strategy from the ground up
- Personally manage the complete enterprise sales cycle, including prospecting, qualification, relationship development, pitching, commercial negotiation, due diligence, and closing
- Grow revenue from both new and existing institutional clients
- Drive commercial expansion into additional liquid staking protocols and blockchain ecosystems
- Lead the commercial onboarding process, coordinating with Infrastructure and Operations teams to ensure successful client activation
- Represent Develp at conferences, industry events, and strategic meetings to build the network and relationships required to generate a high-quality commercial pipeline
- Work closely with the Infrastructure team during the sales process to provide technical expertise on validator operations, resilience, uptime, and implementation
Requirements
- Consistently delivered complex institutional sales in crypto or adjacent financial markets
- A proven track record selling into Tier 1 crypto or Web3 organisations, including top-tier exchanges, custodians, protocols, or institutional staking participants; or an exceptional record of institutional sales within financial services, asset management, capital markets, or related sectors, with strong evidence that the experience will translate successfully into crypto infrastructure
- Experience operating as a standalone 'commercial team of one', building a pipeline from a limited or non-existent customer base
- Demonstrated ability to navigate long, complex sales cycles involving multiple stakeholders and technical due diligence
- Strong commercial judgement combined with the ability to work closely with technical teams throughout the sales process
Benefits
- Compensation is negotiable, dependent on skills and experience, and can be paid in any mix of fiat/crypto
- OTE (On-Target Earnings) is uncapped
- Compensation structure meaningfully rewards revenue generation
Additional details
- Success will be measured by commercial outcomes
- Initial performance objectives are expected to focus on measurable pipeline development and commercial milestones before transitioning to revenue-based targets, as deals mature
- The role will have clearly defined performance metrics
- Hiring process: Interview with People Ops team, Interview with Leo (Fleet Manager) or Adam (CFO), Task, Interview with Kaushal (EcoDev Team Lead), Interview with Co-founder
- We occasionally use cognitive tests and/or personality tests to gain insight into candidates' suitability with our org. The results provide an additional data point for us when making our hiring decisions
- The steps in the hiring process may change along the way if we see it makes sense to adapt the interview stages
- Originally posted on Himalayas
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