Head of Commercial

Full-time/Company: Institute of Free Technology

Develp provides Ethereum staking core infrastructure and operational services, striving to deliver high-quality, reliable services to partnering protocols operating Ethereum nodes. The team is building institutional staking infrastructure with the objective of becoming a sustainable, revenue-generating business.

Responsibilities

• Own Develp’s revenue target and be fully accountable for commercial success.
• Define and refine the commercial model, including target customers, pricing, sales assumptions, and unit economics.
• Build and execute the institutional sales strategy from the ground up.
• Manage the full enterprise sales cycle: prospecting, qualification, pitching, negotiation, due diligence, and closing.
• Grow revenue from new and existing institutional clients and expand into additional staking protocols and ecosystems.
• Lead commercial onboarding, coordinating with Infrastructure and Operations to ensure successful client activation; represent Develp at industry events.

Requirements

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

Benefits

• Negotiable compensation; paid in any mix of fiat and crypto; uncapped OTE.
• Performance-based rewards and a compensation structure that meaningfully rewards revenue generation.
• Entrepreneurial early-stage role with ownership of the commercial function.