Institutional Business Development Lead

November 25

Apply Now

Receive Emails with Similar Jobs

Windranger Labs

WebsiteLinkedInAll Job Openings

HR Tech • Recruitment • Web 3

Windranger Labs is a company that empowers organizations by providing services to unlock their people potential and optimize new ways of working. Specializing in HR, talent services, and people operations, they offer both web3 specific and traditional products tailored to clients' unique needs. Their offerings include fractional HR support, recruitment services, and operational solutions. Driven by a commitment to transparency and collaboration, Windranger Labs aims to build deep relationships and sustain growth by innovating and setting industry standards.

51 - 200 employees

👥 HR Tech

🎯 Recruiter

🌐 Web 3

📋 Description

• Build, own, and manage a revenue-focused pipeline across exchanges, custodians, asset managers, funds, market makers, and platforms • Drive FBTC adoption across institutional users and enterprise partners • Negotiate commercial terms, rev-share deals, merchant programs, and integration economics • Track, forecast, and report on revenue KPIs and partner performance metrics • Lead BD with wallets, custodians, structured product desks, staking providers, and earn platforms • Scale the FBTC Merchant Program—identifying new minters, strategic market makers, and liquidity partners • Coordinate with ecosystem partners (Mantle, Solana, CEXs, RWA issuers) to expand cross-chain distribution • Identify new institutional verticals for BTC yield, RWA flows, treasury solutions, and structured yield pathways • Collaborate with CEO, COO, and R&D to match partner needs with product roadmap • Evaluate strategic pathways for credit products, BTC yield vaults, RWA integrations, and institutional liquidity routing • Develop commercial frameworks, playbooks, onboarding flows, and deal templates • Translate institutional partner needs into product specs with Product & Engineering • Partner with Marketing to create institutional GTM campaigns and product narratives • Ensure high-quality execution across onboarding, compliance, integration, and partner success • Serve as a direct conduit between market feedback and product iteration.

🎯 Requirements

• 10–15+ years of experience across institutional sales, BD, capital markets, or crypto infrastructure • 4+ years in crypto, ideally with experience selling into custodians, exchanges, funds, or institutional platforms • DeFi knowledge: Understanding of BTCFi, LSTs, cross-chain markets, and vault mechanics • TradFi knowledge: Understanding of institutional market structure • Dealmaker: Can source, structure, and close deals; proven track record of negotiating and closing complex deals • Strategic Operator: Can move from market mapping to experiments to execution • Builder: Prefer 0→1 environments with ambiguity and velocity • Collaborative Leader: Can work cross-functionally with technical and non-technical teammates • Communicator: Structured in thinking, clear in writing, persuasive in BD.

🏖️ Benefits

• Health insurance • Retirement plans • Paid time off • Flexible work arrangements • Professional development