Job Description
About FBTC
Function is building the premier infrastructure layer for making Bitcoin a productive asset across DeFi. Our core product, FBTC, is a secure, omnichain wrapper for Bitcoin that enables yield generation, lending, and DeFi composability without counterparty risk. Currently we have over $1.5B in TVL across 10 chains.
Backed by leading investors including Galaxy, Antalpha, Mirana, and Mantle, we are scaling aggressively across DeFi, RWAs, and institutional distribution channels.
The Role
We’re looking for an experienced Institutional BD Lead to help drive our growth across integration with retail platforms/wallets/custodians/exchanges and adoption within institutions. You will work closely with the CEO and core contributors to shape our strategy, validate go-to-market paths, and lead execution with high-leverage ecosystem partners and institutional LPs.
This role sits at the intersection of structured strategic thinking, fast-paced, crypto-native execution and professional institutional relationship management. You’ll be expected to demonstrate ownership over your domain, source and structure deals, and deliver results.
This is a high-ownership, high-leverage role that acts as the connective tissue between:
Leadership
Business development
Institutional partners
Wallets, custodians, and exchanges
RWA originators and BTCFi yield providers
You will own the full institutional pipeline—from sourcing to closing to scaling—and lay the foundation for a multi-billion-dollar liquidity network.
Key Responsibilities
1. Institutional Pipeline & Revenue Generation
Build, own, and manage a revenue-focused pipeline across exchanges, custodians, asset managers, funds, market makers, and platforms
Drive FBTC adoption across institutional users and enterprise partners
Negotiate commercial terms, rev-share deals, merchant programs, and integration economics
Track, forecast, and report on revenue KPIs and partner performance metrics
2. Channel & Ecosystem Expansion
Lead BD with wallets, custodians, structured product desks, staking providers, and earn platforms
Scale the FBTC Merchant Program—identifying new minters, strategic market makers, and liquidity partners
Coordinate with ecosystem partners (Mantle, Solana, CEXs, RWA issuers) to expand cross-chain distribution
3. Strategic Partnerships & Market Development
Identify new institutional verticals for BTC yield, RWA flows, treasury solutions, and structured yield pathways
Collaborate with CEO, COO, and R&D to match partner needs with product roadmap
Evaluate strategic pathways for credit products, BTC yield vaults, RWA integrations, and institutional liquidity routing
Develop commercial frameworks, playbooks, onboarding flows, and deal templates
4. Product Alignment & Cross-Functional Leadership
Translate institutional partner needs into product specs with Product & Engineering
Partner with Marketing to create institutional GTM campaigns and product narratives
Ensure high-quality execution across onboarding, compliance, integration, and partner success
Serve as a direct conduit between market feedback and product iteration
Who You Are
10–15+ years of experience across institutional sales, BD, capital markets, or crypto infrastructure
4+ years in crypto, ideally with experience selling into custodians, exchanges, funds, or institutional platforms
DeFi knowledge: Understanding of BTCFi, LSTs, cross-chain markets, and vault mechanics
TradFi knowledge: Understanding of institutional market structure
Dealmaker: Can source, structure, and close deals; proven track record of negotiating and closing complex deals
Strategic Operator: Can move from market mapping to experiments to execution
Builder: Prefer 0→1 environments with ambiguity and velocity
Collaborative Leader: Can work cross-functionally with technical and non-technical teammates
Communicator: Structured in thinking, clear in writing, persuasive in BD
Bonus Points
You’ve helped grow a protocol’s TVL from early traction with institutional adoption
You’ve identified and executed flywheel revenue generation opportunities
You’ve built frameworks or growth loops that scaled beyond your immediate team
You’ve contributed to DAO governance, incentive design, or cross-chain integration
What Success Looks Like (First 90 Days)
Fully built institutional pipeline across funds, custodians, wallets, and exchanges
First set of institutional integrations confirmed and in progress
Merchant program expanded with new minters and liquidity routes
Clear revenue model and partner tiers established
Documented GTM playbooks and internal alignment across BD, product, and R&D
