Head of Commercial

Full-time/Company: Institute of Free Technology

Ethereum staking infrastructure and operational services focused on high-quality, reliable validator operations for partnering protocols on Ethereum.

Responsibilities

• Own Develp’s revenue target and be fully accountable for commercial success.
• Define and refine the commercial model (target customers, pricing, sales assumptions, unit economics).
• Build and execute the institutional sales strategy and manage the full enterprise sales cycle.
• Grow revenue from new and existing institutional clients and expand into liquid staking protocols and other ecosystems.
• Lead commercial onboarding, coordinating with Infrastructure and Operations for client activation.
• Represent Develp at conferences and strategic meetings to build a high-quality commercial 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 strong institutional sales experience in financial services/asset management.
• 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.
• Performance-driven mindset with accountability for commercial outcomes.

Benefits

• Negotiable compensation; can be paid in any mix of fiat and crypto.
• Uncapped OTE and performance-based rewards.
• Clearly defined performance metrics and compensation structure linked to revenue generation.