Institutional Pipeline Development

• Identify and engage banks, asset managers, and startups at early stages of their tokenization exploration.
• Build and maintain a pipeline of prospective issuers and evaluate fit for Solana.
• Support founders and early-stage startups building in the institutional/RWA space — including facilitating introductions to investors and strategic partners.
• Represent Solana at industry events to drive inbound interest from potential institutional partners.

Post-Launch Product Growth

• Drive adoption and TVL growth for live tokenized products (funds, treasuries, securities, etc.).
• Develop and execute go-to-market strategies for newly launched institutional products.
• Create growth playbooks that can scale across different asset types and issuers.
• Monitor product performance metrics and identify growth bottlenecks.

Ecosystem Development

• Build liquidity strategies including market maker relationships and DeFi integrations.
• Coordinate with wallets, custody providers, and platforms to ensure seamless product access.
• Identify and facilitate secondary market development opportunities.
• Work with protocols to create yield opportunities and use cases for tokenized assets.

Partner Success Management

• Serve as primary post-launch contact for institutional issuers.
• Provide regular performance reporting and strategic recommendations to partners.
• Coordinate product enhancements based on market feedback.
• Ensure partner KPIs and success metrics are achieved.

Market Development

• Identify distribution channels and buyer segments for each product type.
• Develop relationships with wealth platforms, brokerages, and aggregators.
• Create educational content and sales enablement materials.
• Support product marketing initiatives and conference presentations.

You ideally have:

• 3+ years experience in product growth or BD in a digital assets role responsible for TVL/AUM.
• Track record of driving adoption and growth metrics for financial products.
• Understanding of tokenization, RWAs, DeFi, yield strategies, and digital asset market structure.
• Experience with liquidity provision, market making, or trading operations.
• Strong analytical skills with ability to identify growth levers and optimization opportunities.
• Ability to manage multiple products and stakeholders simultaneously.
• Exceptional project management and communication skills.
• Experience working directly with founders or early-stage companies, including navigating the relationship between startup needs and institutional-grade requirements.
• Retail and technical understanding of Solana.
• Active in crypto communities and ecosystem building.
• Ability to travel 25-40% of the time for conferences, partner meetings, and ecosystem events.