Head of Commercial

Full-time/Company: Institute of Free Technology

Develp builds institutional Ethereum staking infrastructure, providing core infrastructure and operational services to protocols operating Ethereum nodes. The team focuses on delivering high-quality, reliable staking services with the aim of becoming a sustainable, revenue-generating business.

Responsibilities

• Owning Develp’s revenue target and overall commercial success.
• Define and refine the commercial model (target customer profiles, pricing, sales assumptions, unit economics).
• Build and execute the institutional sales strategy and pipeline from the ground up.
• Manage the complete enterprise sales cycle: prospecting, qualification, relationship development, pitching, negotiation, due diligence, and closing.
• Grow revenue from new and existing institutional clients and expand into liquid staking protocols and other blockchain ecosystems.
• Lead commercial onboarding, coordinating with Infrastructure and Operations to ensure successful client activation.
• Represent Develp at conferences, industry events, and strategic meetings to build relationships and pipeline.

Requirements

• Proven track record delivering complex institutional sales in crypto or adjacent financial markets.
• Experience selling into Tier 1 crypto/Web3 organisations (exchanges, custodians, protocols) or exceptional institutional sales experience in financial services/asset management.
• Experience operating as a standalone "commercial team of one" and building a pipeline from limited or non-existent customer base.
• Demonstrated ability to navigate long, complex sales cycles involving multiple stakeholders and technical due diligence.
• Strong commercial judgement and the ability to work closely with technical teams throughout the sales process.

Benefits

• Negotiable compensation; can be paid in any mix of fiat and crypto.
• OTE uncapped with a compensation structure that meaningfully rewards revenue generation and clearly defined performance metrics.