Director – Senior Institutional Business Development

This is a fully remote position, open to applicants in New York.

📋 Description

• Identify, source, and cultivate strategic opportunities with banks, fintechs, neobanks, payment companies, stablecoin issuers, custodians, exchanges, and providers of crypto infrastructure.

• Build and oversee a pipeline of high-value institutional prospects and partnerships.

• Establish relationships with senior decision-makers in product, innovation, digital assets, payments, compliance, and strategy teams.

• Articulate Inco’s privacy and confidentiality technology as clear business value for institutional partners.

• Lead discussions from the initial meeting to pilot, proof of concept, integration, commercial agreements, or strategic partnerships.

• Create and implement partnership strategies for key sectors, such as payments, stablecoins, fintech infrastructure, banking, crypto custody, exchanges, and institutional DeFi.

• Collaborate with partners to pinpoint specific use cases where privacy, confidentiality, and secure computation can unlock new products or enhance existing workflows.

• Represent Inco at conferences, industry events, partner meetings, and executive discussions.

• Establish strong market feedback mechanisms to help the company understand institutional needs, adoption willingness, and barriers to adoption.

• Work closely with product, engineering, leadership, and marketing teams to shape partnership strategies and prioritize high-impact opportunities.

• Assist in translating market demand into product requirements, integration roadmaps, and go-to-market strategies.

• Coordinate pilots and technical evaluations with internal teams and external stakeholders.

• Clearly communicate partner needs, timelines, objections, and commercial opportunities throughout the organization.

• Manage the business development process from sourcing through negotiation and closure.

• Help define partnership models, commercial structures, and revenue opportunities.

• Develop repeatable business development processes, materials, and playbooks for outreach to institutions.

• Monitor pipeline, progress, and outcomes with a strong sense of ownership and accountability.

⛳️ Requirements

• 4+ years of experience in business development, partnerships, strategic accounts, corporate development, or go-to-market roles.

• Extensive experience collaborating with banks, fintechs, payment companies, stablecoin issuers, crypto firms, or financial infrastructure providers.

• Established relationships within financial institutions, payments, fintech, crypto, or digital assets sectors.

• Demonstrated ability to source, develop, and finalize strategic partnerships or commercial opportunities.

• Strong understanding of institutional decision-making, procurement, compliance, risk, and technical evaluation processes.

• Ability to comprehend technical products and convey their business value to institutional stakeholders effectively.

• Exceptional communication, relationship-building, and executive presence.

• Capacity to work independently, create structure in uncertain situations, and drive results in a startup environment.

• Strong judgment in identifying which opportunities are worth pursuing and which are distractions.

🏝️ Benefits

• Professional development.

• Flexible work arrangements.

• Ability to work remotely.