Head of Institutions

You will shape institutional strategy, develop go-to-market motions, source and negotiate strategic partnerships, expand adoption, translate market signals into strategic recommendations, represent institutional needs in product decisions, lead high-priority initiatives, and build executive relationships across financial markets.

Responsibilities

• Establish and execute institutional strategy
• Develop institutional go-to-market motions
• Source, negotiate, and lead strategic partnerships
• Expand institutional adoption and business outcomes
• Translate market signals into company strategy
• Represent institutional partner needs in product and engineering decisions
• Lead complex cross-functional initiatives
• Build executive-level relationships across financial markets

Requirements

• 7+ years of experience in business development, strategic partnerships, sales, strategy, or related roles in fintech, payments, capital markets, or financial infrastructure
• Success developing and closing complex partnerships with large financial institutions or enterprise customers
• Experience building a new business, market, customer segment, or go-to-market motion
• Knowledge of how financial institutions evaluate and adopt new technologies
• Ability to combine strategic thinking with hands-on execution
• Strong commercial judgment
• Track record of translating partner needs into product feedback
• Executive presence and credibility with senior financial leaders
• Strong written and verbal communication skills
• Comfort operating in ambiguity and building structure
• Experience with crypto, DeFi, tokenization, stablecoins, quant trading, or emerging technology infrastructure
• Experience working across traditional financial institutions and high-growth technology organizations
• Experience building or leading small growth teams
• Strong network across financial institutions
• Experience bringing emerging products to established enterprise or institutional customers

Benefits

• Company-paid medical, dental, and vision insurance for employees and dependents
• Wellness offerings including an Equinox Fitness Clubs partnership
• 401(k) with a 4% employer contribution
• Annual $1,500 education stipend
• Unlimited and encouraged time off
• Up to 16 weeks of paid parental leave
• Home office setup stipend for remote employees
• Daily lunches at the New York headquarters