Institute of Free Technology
Head of Commercial - Develp
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About Develp
Ethereum staking with core infrastructure and operational services. Striving to provide high-quality, reliable services to partnering protocols operating Ethereum nodes.
About the Role
Develp is building institutional staking infrastructure with a clear objective: becoming a sustainable, revenue-generating business. We are looking for a senior commercial leader to own that outcome.
This role has one overriding objective: grow Develp's revenue. You will have full accountability for the commercial performance of the business, building and executing the strategy required to acquire institutional clients and expand our commercial footprint across staking ecosystems.
This is an entrepreneurial role suited to someone who enjoys building from an early stage, operates independently, and is motivated by performance-based rewards.
You will own the commercial function of Develp from opportunity creation through to successful client onboarding.
During the sales process, you will work closely with the Infrastructure team who provide technical expertise on validator operations, resilience, uptime, and implementation. Once clients are successfully onboarded, day-to-day operational ownership transfers to the Infrastructure team, allowing you to remain focused on building the next commercial opportunity.
What You'll Own
You will be accountable for all commercial outcomes, including:
- Owning Develp's revenue target and being fully accountable for the commercial success of the project.
- Working with internal stakeholders to define and refine the commercial model, including target customer profiles, pricing strategy, sales assumptions, and unit economics.
- Building and executing the institutional sales strategy from the ground up.
- Personally managing the complete enterprise sales cycle, including prospecting, qualification, relationship development, pitching, commercial negotiation, due diligence, and closing.
- Growing revenue from both new and existing institutional clients.
- Driving commercial expansion into additional liquid staking protocols and blockchain ecosystems.
- Leading the commercial onboarding process, coordinating with Infrastructure and Operations teams to ensure successful client activation.
- Representing Develp at conferences, industry events, and strategic meetings to build the network and relationships required to generate a high-quality commercial pipeline.
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Must Haves
We're looking for someone who has consistently delivered complex institutional sales in crypto or adjacent financial markets.
- A proven track record selling into Tier 1 crypto or Web3 organisations, including top-tier exchanges, custodians, protocols, or institutional staking participants; or
- An exceptional record of institutional sales within financial services, asset management, capital markets, or related sectors, with strong evidence that your experience will translate successfully into crypto infrastructure.
- Experience operating as a standalone "commercial team of one", building a pipeline from a limited or non-existent customer base (we have one anchor client, but the pipeline is otherwise empty).
- Demonstrated ability to navigate long, complex sales cycles involving multiple stakeholders and technical due diligence.
- Strong commercial judgement combined with the ability to work closely with technical teams throughout the sales process.
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Success in the Role
Success will be measured by commercial outcomes.
Given the expected length of sales cycles, initial performance objectives are expected to focus on measurable pipeline development and commercial milestones before transitioning to revenue-based targets, as deals mature.
The role will have clearly defined performance metrics and a compensation structure that meaningfully rewards revenue generation.
Hiring Process
- Interview with our People Ops team
- Interview with Leo (Fleet Manager) or Adam (CFO)
- Task
- Interview with Kaushal (EcoDev Team Lead)
- Interview with Co-founder
We occasionally use cognitive tests and/or personality tests to gain insight into candidates' suitability with our org. The results provide an additional data point for us when making our hiring decisions.
The steps may change along the way if we see it makes sense to adapt the interview stages, so please consider the above as a guideline.
Compensation
The expected compensation range for this role is negotiable, dependent on how we assess your skills and experience throughout our interview process. We are happy to pay in any mix of fiat/crypto. OTE is uncapped.
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