Head of Commercial

Full-time/Company: Institute of Free Technology

Develp builds institutional Ethereum staking infrastructure, offering core infrastructure and operational services. The team strives to provide high-quality, reliable services to partnering protocols operating Ethereum nodes.

Responsibilities

• Own Develp’s revenue target and be fully accountable for commercial success.
• Define and refine the commercial model, pricing strategy, target customer profiles, and unit economics.
• Build and execute an institutional sales strategy from the ground up.
• Personally 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 liquid staking protocols and blockchain ecosystems.
• Lead commercial onboarding, coordinating with Infrastructure and Operations for successful client activation.

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 strong institutional sales experience in financial services that translates to crypto infrastructure.
• 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

• Compensation negotiable; can be paid in any mix of fiat and crypto.
• Uncapped OTE and a compensation structure that meaningfully rewards revenue generation.
• Clearly defined performance metrics and performance-based rewards.