Nansen.ai - Head of BD Staking
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Requirements
• 8+ years of B2B / institutional sales, business development, or partnership experience, ideally in financial services, fintech, or blockchain. • Strong track record closing six- to seven-figure deals with institutional clients (custodians, asset managers, funds). • Deep understanding of blockchain / crypto / staking, including validator operations, slashing risk, yield mechanics, custody models. • Experience negotiating complex contracts (SLAs, risk allocation, service-level terms). • Excellent network within institutional asset management, custody, banks, or digital asset ecosystems. • Ability to sell both the technical and business value (bridge between product / engineering and institutional decision-makers). • Strong communication, presentation, and storytelling skills. • High emotional intelligence and relationship-building ability. • Highly self-motivated, entrepreneurial mindset; able to operate in ambiguity and build structure. • Willingness to travel and represent Nansen globally as needed. • Bachelor’s degree in Business, Finance, Engineering, or equivalent; advanced degree (MBA) is a plus.
Responsibilities
• Strategy & GTM • Define the institutional go-to-market (GTM) strategy for staking AUM (addressable segments, pricing models, service tiers). • Map the institutional landscape: custodians, asset managers, family offices, funds, sovereign / endowment, hedge funds. • Build a pipeline of high-potential institutional targets. • Work cross-functionally with product, operations, legal, risk, engineering to develop a scalable institutional staking product offering. • Develop sales enablement materials, pitch decks, technical documentation, and ROI justifications for institutional clients. • Business Development / Deal Execution • Prospect, qualify, and lead business development efforts (outbound + inbound). • Lead negotiations with major prospects, especially custodians or custody platforms (e.g. integrating staking via custody APIs, white-label solutions, delegation partnerships). • Structure commercial agreements: revenue share, SLAs, operational terms, risk sharing, slashing protection, reporting. • Oversee onboarding and integration for institutional clients (coordination across technical, ops, legal). • Manage the full sales cycle from lead to close, including post-signing implementation support. • Cultivate strong relationships with key decision makers at institutions (CIOs, Heads of Digital Assets, custody / operations leads). • Partnerships & Ecosystem • Identify and manage strategic partnerships (custodians, wallets, exchanges, infrastructure providers) to expand distribution. • Work with custodian / custody providers to embed staking capabilities or co-market. • Represent Nansen at industry / institutional conferences, panels, and events. • Monitor regulatory / custodial / institutional trends and feed insights back to product / legal / risk teams. • Account Management & Growth • Drive retention, upsell, and expansion within institutional accounts. • Provide high-touch account management. • Measure and track key metrics (AUM growth, churn, yield uplift, client satisfaction). • Serve as the client advocate internally: ensure smooth operations, escalation resolution, and feedback loops to product. • Leadership & Team Building • As we grow, the role will expand to leading a small BD / partnerships team. • Mentor, recruit, and set quotas / KPIs for team members. • Drive cross-functional collaboration and communication across business, product, engineering, legal, operations.
Benefits
• Competitive salary and equity package. • Remote work environment with a flexible schedule • Opportunity to work in a rapidly growing and cutting-edge industry. • Collaborative and supportive company culture • Opportunities for personal and professional growth as the company scales. • Exposure to a global network of industry experts, partners, and influencers.
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