Institutional RWA platform - GTM BD (Institutional, DeFi Eco, or Asset Management)

About the Company / Protocol

We are supporting a leading institutional-grade RWA (real-world asset) DeFi protocol focused on tokenized credit, real-yield products, and fully collateralized, composable primitives. Emphasis is placed on robust risk management, on-chain transparency, legal structuring, and credit enhancement to meet the standards of traditional financial institutions.

As they grow their token coverage and institutional footprint, they are seeking a GTM/BD to build, execute, and scale go-to-market strategies with institutional partners such as financial companies, hedge funds, banks, and market makers.

Role

Senior Go-to-Market / Institutional Business Development (multiple hires possible)

Focus areas:

• Traditional finance institutions (banks, hedge funds, asset managers, market makers, custodians)
• DeFi ecosystem partnerships (major protocols, vaults, DEXs, aggregators)
• Asset origination partnerships (credit funds, lenders, originators)

Key Responsibilities

• Build and execute institutional GTM strategy from scratch
• Originate, negotiate, and close large allocations from hedge funds, private credit funds, bank treasury desks, family offices, etc.
• Own the full partnership lifecycle: outreach → pitch → due diligence → structuring → onboarding → ongoing relationship management
• Translate institutional requirements into product, legal, and liquidity solutions
• Work closely with product, risk, and investment teams to design bespoke offerings
• Represent the protocol at top-tier conferences, private dinners, and industry forums

Requirements

• 5–10+ years in institutional sales, relationship management, or business development within fintech, crypto, or traditional fixed-income/credit markets
• Existing warm relationships with decision-makers at macro hedge funds, credit funds, bank treasury/prop desks, market makers, or custodians
• Deep understanding of tokenized real-world assets, private credit, and DeFi yield mechanics
• Proven track record of closing $50M–$500M+ deals or allocations
• Exceptional communication and presentation skills
• Mandarin/Cantonese fluency strongly preferred (significant advantage)
• Location: Fully remote — strong preference for North America (NYC/SF) or Asia-Pacific (Singapore/HK/Taiwan/Tokyo/Seoul) time zones