Business Development & Partnerships

Summary

Join us as Head of Business Development & Partnerships to spearhead go-to-market strategies for our portfolio company. You will drive enterprise sales, forge channel alliances, and cultivate developer-community partnerships. Reporting to the CEO, you will refine our product narrative, design custom Web3 solutions, and scale revenue across various Web3 platforms. This individual contributor role offers the opportunity to build a sales and partnerships team as our Web3 presence expands. You will strategize and execute across Web3 sales channels, manage the sales funnel, analyze sales data, and collaborate cross-functionally. You will also represent the company at Web3 conferences and engage with the ecosystem through various channels.

Requirements

• Ideally 7+ years of B2B SaaS or agency business development, with both SMB and enterprise deal cycles (>$500K ARR) and channel-partner orchestration (preferably in blockchain/web3)
• Proven track record of building and scaling partnerships with agencies, integrators and protocol alliances - and driving co-selling motions through joint go-to-market plans
• Exceptional strategic thinking, data-driven decision-making and consultative-selling skills, with the ability to translate technical blockchain concepts into clear business value
• Proficiency in using CRM’s for sales management. Preference for Hubspot experience
• Self-starter mentality: thrives in a fast-paced startup environment, takes ownership of processes and thrives on building scalable Web3 go-to-market playbooks from scratch
• Strong communication and negotiation abilities - comfortable pitching C-suite in both traditional enterprises and crypto-native teams
• Ability to collaborate effectively with cross-functional teams
• Passion for Web3, NFTs and blockchain incentives, with a demonstrated track record of staying on top of emerging protocol trends and community best practices
• Deep understanding of token economics, on-chain engagement metrics and KPIs (CLV, retention, engagement, TVL incentives)
• Established network within the Web3 ecosystem: relationships with DAO governors, protocol teams (Ethereum, Solana, Sui, Polygon, etc.), NFT project leads and blockchain developer communities
• Hands-on experience engaging crypto communities via Discord, Twitter/X, Telegram and forums & able to drive organic buzz and high-quality demo pipelines

Responsibilities

• Strategize & execute across Web3 sales channels: outbound to DAOs and protocols, inbound enterprise inquiries, and agency/technology partnerships
• Own the full sales funnel in HubSpot - prospecting, discovery, proposal, negotiation and close- hitting quarterly ARR and logo-growth targets
• Analyze sales data to identify insights and proactively implement improvements
• Collaborate cross-functionally: partner with Product to roadmap new features, with Marketing to fuel demand generation in crypto communities
• Representing the company  at Web3 conferences and summits (ETHCC, NFT.NYC , Solana Breakpoint, Sui Community Gatherings), delivering keynote pitches and panel sessions
• Engage and evangelize in ecosystem channels: host and participate in Discord AMAs, Twitter Spaces, Telegram chats, Reddit forums, hackathons and meetups to build brand awareness
• Articulate our Web3 value: design and present custom programs that combine token-gated missions, NFT/token rewards and real-time on-chain analytics to drive retention, DAU/MAU engagement and revenue lift
• Build and nurture channel programs for Web3 accelerators, blockchain agencies and protocol partners - from enablement content to co-sell initiatives and joint-goals reviews
• Leverage your Web3 network: tap existing relationships with Web3 founders, DAO community leads, project teams and blockchain developer collectives to surface partnership and revenue opportunities
• Collaborate with marketing agencies to influence content topics and provide feedback on the content produced by voicing the perspective of our potential customers

Benefits

• 100% Remote Work
• Health
• Dental
• Vision insurance
• 401(k) matching program
• Commuter benefits
• Unlimited PTO