Head of Commercial - Develp
Institute of Free Technology
WorldwideremotePosted 2 months ago
Skill Required
Head-Of-CommercialCommercial-DirectorSales-DirectorInstitutional-SalesBusiness-Development-DirectorCommercial-Development-DirectorHead-Of-Commercial-OperationsChief-Commercial-OfficerBlockchainEthereumbuildingWeb3.jsUnityandFulltime
Key highlights
- Compensation: Negotiable, mix of fiat and crypto, uncapped OTE
- Experience level: Senior commercial leader with institutional sales in crypto or adjacent financial markets
- Key benefit: Performance‑based rewards and flexible compensation mix
- Notable requirement: Proven track record selling to Tier 1 crypto or Web3 organizations or top‑tier institutional clients
- Objective: Full accountability for Develp's revenue growth
- Role nature: Entrepreneurial, early‑stage, independent
Role overview
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Responsibilities
- Own Develp's revenue target and be fully accountable for commercial success
- 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
- Collaborate with the Infrastructure team during the sales process to leverage technical expertise on validator operations, resilience, uptime, and implementation
- Own the commercial function of Develp from opportunity creation through to successful client onboarding
- Hold full accountability for the commercial performance of the business
Requirements
- Consistently delivered complex institutional sales in crypto or adjacent financial markets
- Proven track record selling into Tier 1 crypto or Web3 organizations, 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
- 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
Nice to have
- Entrepreneurial mindset and ability to build from an early stage, operating independently
Benefits
- Compensation in a mix of fiat and crypto
- Uncapped on‑target earnings (OTE)
- Performance‑based reward structure
- Opportunity to work in an entrepreneurial environment
Additional details
- About Develp: Staking with core infrastructure and operational services, striving to provide high‑quality, reliable services to partnering protocols operating Ethereum nodes
- The role has one overriding objective: grow Develp's revenue
- The role will have clearly defined performance metrics and a compensation structure that meaningfully rewards revenue generation
- Hiring process includes interviews with People Ops, Leo (Fleet Manager) or Adam (CFO), Kaushal (EcoDev Team Lead), and Co‑founder, with optional cognitive or personality tests
- Original posting location: Himalayas
- During onboarding, day‑to‑day operational ownership transfers to Infrastructure team, allowing focus on next commercial opportunity