Director or Senior Institutional Business Development

Own institutional business development from sourcing through negotiation and close. Build senior stakeholder relationships, develop partnership strategies, translate privacy technology into business value, coordinate pilots and technical evaluations, and convert market demand into product requirements and go-to-market priorities.

Responsibilities

• Identify and develop strategic opportunities with financial institutions and crypto infrastructure providers.
• Build and manage a high-value institutional prospect and partner pipeline.
• Develop relationships with senior decision-makers across product, innovation, digital assets, payments, compliance, and strategy.
• Translate privacy and confidentiality technology into business value for institutional partners.
• Drive opportunities from initial meetings through pilots, proofs of concept, integrations, agreements, and partnerships.
• Create partnership strategies across payments, stablecoins, fintech infrastructure, banking, custody, exchanges, and institutional DeFi.
• Identify privacy, confidentiality, and secure-compute use cases with partners.
• Represent Inco at conferences, industry events, partner meetings, and executive conversations.
• Develop market feedback loops on institutional needs and adoption barriers.
• Collaborate with product, engineering, leadership, and marketing on partnership strategy and priorities.
• Convert market demand into product requirements, integration roadmaps, and go-to-market strategy.
• Coordinate pilots and technical evaluations with internal and external stakeholders.
• Define partnership models, commercial structures, and revenue opportunities.
• Build repeatable business development processes, materials, and playbooks.
• Track pipeline progress and outcomes.

Requirements

• 4+ years of experience in business development, partnerships, strategic accounts, corporate development, or go-to-market roles.
• Experience working with banks, fintechs, payment companies, stablecoin issuers, crypto companies, or financial infrastructure providers.
• Existing relationships across financial institutions, payments, fintech, crypto, or digital assets.
• Proven ability to source, develop, and close strategic partnerships or commercial opportunities.
• Understanding of institutional decision-making, procurement, compliance, risk, and technical evaluation processes.
• Ability to translate technical products into business value for institutional stakeholders.
• Excellent communication, relationship-building, and executive presence.
• Ability to operate independently and drive outcomes in a startup environment.
• Experience with stablecoins, payments, digital assets, custody, wallets, compliance infrastructure, or blockchain infrastructure.
• Experience with developer platforms, APIs, financial infrastructure, or enterprise technology.
• Experience working with product and engineering teams on pilots, integrations, or enterprise proofs of concept.
• Familiarity with privacy, confidentiality, secure compute, compliance, or institutional blockchain use cases.
• Based in New York City or able to travel frequently for institutional meetings and industry events.