Solana Foundation - Director, Institutional Growth

• Institutional Pipeline Development • Identify and engage banks, asset managers, and startups at early stages of their tokenization exploration • Build and maintain a pipeline of prospective issuers and evaluate fit for Solana • Support founders and early-stage startups building in the institutional/RWA space — including facilitating introductions to investors and strategic partners • Represent Solana at industry events to drive inbound interest from potential institutional partners • Drive adoption and TVL growth for live tokenized products (funds, treasuries, securities, etc.) • Develop and execute go-to-market strategies for newly launched institutional products • Create growth playbooks that can scale across different asset types and issuers • Monitor product performance metrics and identify growth bottlenecks • Ecosystem Development • Build liquidity strategies including market maker relationships and DeFi integrations • Coordinate with wallets, custody providers, and platforms to ensure seamless product access • Identify and facilitate secondary market development opportunities • Work with protocols to create yield opportunities and use cases for tokenized assets • Partner Success Management • Serve as primary post-launch contact for institutional issuers • Provide regular performance reporting and strategic recommendations to partners • Coordinate product enhancements based on market feedback • Ensure partner KPIs and success metrics are achieved • Market Development • Identify distribution channels and buyer segments for each product type • Develop relationships with wealth platforms, brokerages, and aggregators • Create educational content and sales enablement materials • Support product marketing initiatives and conference presentations • You ideally have: • 3+ years experience in product growth or BD in a digital assets role responsible for TVL/AUM • Track record of driving adoption and growth metrics for financial products • Understanding of tokenization, RWAs, DeFi, yield strategies, and digital asset market structure • Experience with liquidity provision, market making, or trading operations • Strong analytical skills with ability to identify growth levers and optimization opportunities • Ability to manage multiple products and stakeholders simultaneously • Exceptional project management and communication skills • Experience working directly with founders or early-stage companies, including navigating the relationship between startup needs and institutional-grade requirements • Retail and technical understanding of Solana • Active in crypto communities and ecosystem building • Ability to travel 25-40% of the time for conferences, partner meetings, and ecosystem events