Institutional Business Development Lead

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 pipelinefrom sourcing to closing to scalingand 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 Programidentifying 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

1015+ 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

Youve helped grow a protocols TVL from early traction with institutional adoption

Youve identified and executed flywheel revenue generation opportunities

Youve built frameworks or growth loops that scaled beyond your immediate team

Youve 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