Head of BD Staking NYC

Nansen is a leading blockchain analytics platform that empowers investors and professionals with real-time actionable insights derived from on-chain data.

The Opportunity:

You will lead institutional business development for Nansens staking offering. Your primary objective is to drive Assets Under Management (AUM) from institutional clients (custodians asset managers banks family offices etc.). You will own deal flow end-to-end: sourcing prospects structuring partnerships negotiating contracts onboarding and scaling relationships.

Your success will be measured by institutional AUM growth quality of client partnerships and retention / expansion within accounts.

Responsibilities:

Strategy & GTM

• Define the institutional go-to-market (GTM) strategy for staking AUM (addressable segments pricing models service tiers).
• Map the institutional landscape: custodians asset managers family offices funds sovereign / endowment hedge funds.
• Build a pipeline of high-potential institutional targets.
• Work cross-functionally with product operations legal risk engineering to develop a scalable institutional staking product offering.
• Develop sales enablement materials pitch decks technical documentation and ROI justifications for institutional clients.

Business Development / Deal Execution

• Prospect qualify and lead business development efforts (outbound inbound).
• Lead negotiations with major prospects especially custodians or custody platforms (e.g. integrating staking via custody APIs white-label solutions delegation partnerships).
• Structure commercial agreements: revenue share SLAs operational terms risk sharing slashing protection reporting.
• Oversee onboarding and integration for institutional clients (coordination across technical ops legal).
• Manage the full sales cycle from lead to close including post-signing implementation support.
• Cultivate strong relationships with key decision makers at institutions (CIOs Heads of Digital Assets custody / operations leads).

Partnerships & Ecosystem

• Identify and manage strategic partnerships (custodians wallets exchanges infrastructure providers) to expand distribution.
• Work with custodian / custody providers to embed staking capabilities or co-market.
• Represent Nansen at industry / institutional conferences panels and events.
• Monitor regulatory / custodial / institutional trends and feed insights back to product / legal / risk teams.

Account Management & Growth

• Drive retention upsell and expansion within institutional accounts.
• Provide high-touch account management.
• Measure and track key metrics (AUM growth churn yield uplift client satisfaction).
• Serve as the client advocate internally: ensure smooth operations escalation resolution and feedback loops to product.

Leadership & Team Building

• As we grow the role will expand to leading a small BD / partnerships team.
• Mentor recruit and set quotas / KPIs for team members.
• Drive cross-functional collaboration and communication across business product engineering legal operations.

Requirements

• 8 years of B2B / institutional sales business development or partnership experience ideally in financial services fintech or blockchain.
• Strong track record closing six- to seven-figure deals with institutional clients (custodians asset managers funds).
• Deep understanding of blockchain / crypto / staking including validator operations slashing risk yield mechanics custody models.
• Experience negotiating complex contracts (SLAs risk allocation service-level terms).
• Excellent network within institutional asset management custody banks or digital asset ecosystems.
• Ability to sell both the technical and business value (bridge between product / engineering and institutional decision-makers).
• Strong communication presentation and storytelling skills.
• High emotional intelligence and relationship-building ability.
• Highly self-motivated entrepreneurial mindset; able to operate in ambiguity and build structure.
• Willingness to travel and represent Nansen globally as needed.
• Bachelors degree in Business Finance Engineering or equivalent; advanced degree (MBA) is a plus.

What We Offer:

• Competitive salary and equity package.
• Remote work environment with a flexible schedule
• Opportunity to work in a rapidly growing and cutting-edge industry.
• Collaborative and supportive company culture
• Opportunities for personal and professional growth as the company scales.
• Exposure to a global network of industry experts partners and influencers.