Director - Institutional BD

Hi, we are Particula, the prime rating provider for digital assets! Our mission? To make the market for digital assets more accessible, secure and transparent for institutional investors. We support issuers, trading facilities, banks and asset managers to create trust, minimize risks and allocate capital effectively. Join our team and shape the future of the financial world with us!

About the Role

We’re hiring a Director - Institutional BD to drive commercial growth across the tokenized asset ecosystem. This is a strategic, but also executive role at the intersection of DeFi infrastructure, tokenization, and institutional finance.

You will execute our go-to-market strategy - building strong relationships with marketplaces, asset issuers, protocols, data providers, and institutional allocators. Your mission is to scale the adoption of our risk ratings and our monitoring platform, grow our international footprint, and build revenue-generating partnerships.

You’ll report directly to the founders and work cross-functionally with product, strategy, and tech to shape the future of our business.

Tasks

• 7+ years of experience in institutional-facing roles within digital assets/crypto, capital markets, or fintech; at least 5+ years in senior leadership owning enterprise partnerships, BD, or institutional sales with measurable revenue and ecosystem impact.
• Proven track record building and closing complex, multi-stakeholder deals with exchanges, banks, asset managers, custodians, prime brokers, and infrastructure providers - from sourcing and qualification to contracting, onboarding, and post-launch growth.
• Grow adoption & build GTM partnerships by securing partnerships with digital asset exchanges, financial institutions, DAO's, associations, custody and other infrastructure providers to integrate our products and services.
• Shape co-marketing efforts with key partners to amplify visibility and trust in the market (hosting of side-events, publishing co-authored articles etc.).
• Community Building : Build and manage with us a dedicated asset allocator (AAA) global listing alliance (GRADE) community to drive further adoption in the market.
• Develop scalable processes for partner success and feedback loops to product.
• Represent Particula at industry events and to external stakeholders as a thought leader in the space.

Requirements

• 5–15 years of experience in business development, partnerships, sales, or strategy, ideally in fintech, Web3, tokenization, or financial data/analytics/ratings.
• Deep understanding of institutional digital asset market structure: exchange and custody workflows, prime services, liquidity/market making, KYC/AML, compliance, risk controls, token listings, and integration patterns.
• You’ve worked with tokenized assets, structured products, or digital asset infrastructure (bonus: experience at an exchange or TradFi platform expanding into Web3).
• Established network in the institutional digital asset ecosystem with relationships across exchanges, custodians, banks, asset managers, and associations.
• Hands‑on experience building and managing a robust BD and partnerships pipeline (CRM rigor, forecasting accuracy, stage definitions, mutual close plans).
• A sharp strategic thinker who can identify opportunities, close complex deals, and build long‑term relationships.
• Strong analytical and communication skills - you can explain technical concepts simply and convincingly.
• Passionate about shaping the future of capital markets.
• Entrepreneurial by nature: you build, you own, you drive.

Benefits

• Offsites with the team in exciting locations
• Flexible working hours in a company that relies on remote work
• Exciting product in a very dynamic market environment as well as founding‑level ownership of a key growth function.
• Values‑based start‑up culture
• Many opportunities to develop further and network with committed people
• Flat hierarchy
• Cash salary: gross annual salary & potential share options for outstanding performance