Head of B2B Sales & Business Development (Web3 / DeFi)

Head of B2B Sales & Business Development (Web3 / DeFi)

Location: Remote worldwide, but preference for candidates based in the EU, Asia, and middle east (must be open to working EU timezone)

Remote | Full-time

Compensation: $50K - $70K

Our client is a high-performance DeFi Trading & Intelligence platform purpose-built for the Solana ecosystem. The organization delivers institutional-grade on-chain analytics, smart-money flow detection, social sentiment tracking, and fraud prevention via a sophisticated B2B API. Their technology processes hundreds of millions of blockchain transactions in real time, powering critical risk detection and market insights across fast-moving decentralized markets.

As tokenized real-world assets—including equities and commodities—increasingly migrate on-chain, our client is extending its intelligence stack beyond native crypto into the next generation of decentralized financial markets. To lead this expansion, the firm is seeking a hands-on, crypto-native Head of B2B Sales & Business Development to build the entire commercial function from the ground up. This is a "zero-to-one" leadership role with full ownership over go-to-market strategy, pricing models, and vertical expansion.

Key Responsibilities

• Commercial Architecture: Build and own the end-to-end B2B sales infrastructure, including CRM implementation, pipeline management, KPI definition, and transparent reporting.
• Vertical Strategy: Identify, validate, and prioritize diverse B2B verticals, including hedge funds, trading platforms, digital wallets, analytics providers, and infrastructure firms.
• Pricing & Packaging: Define and iterate on flexible business models and bespoke pricing strategies tailored to the unique needs of different market segments.
• Full-Cycle Sales: Source high-quality leads, conduct outbound outreach, and manage complex deal cycles from initial contact to successful closing.
• Collateral Development: Create vertical-specific sales narratives, high-impact pitch decks, and professional commercial materials.
• Market Intelligence: Act as the "voice of the customer," gathering critical market insights and feeding them back to the founders and product teams to influence the roadmap.
• Strategic Partnerships: Establish and nurture long-term enterprise relationships and strategic ecosystem partnerships.

Interview Process

The evaluation process is designed to be streamlined and focused on both technical alignment and commercial strategy:

1. Hiring Manager Interview: An initial discussion regarding professional background, sales philosophy, and Web3 fluency.
2. Founder / CEO Interview: A deep dive into strategic vision, go-to-market planning, and mission alignment.
3. Final Interview: A concluding session to discuss role expectations, commercial targets, and compensation specifics.

Requirements

• Domain Expertise: A strong Web3/DeFi native background with a deep, nuanced understanding of on-chain markets and the Solana ecosystem.
• Sales Track Record: Proven experience selling B2B software, APIs, or data products, ideally within an early-stage or high-growth environment.
• Entrepreneurial Mindset: Highly comfortable operating within ambiguity and possessing the ability to build structured processes from scratch.
• Commercial Acumen: Sharp instincts regarding pricing, positioning, and the articulation of value propositions for technical data products.
• Communication: Ability to speak fluently and credibly with sophisticated stakeholders, including institutional traders, fund managers, founders, and technical leads.
• Proactivity: A self-starting, highly proactive approach to business development and relationship management.

Benefits

• Foundational Impact: The opportunity to build a global commercial function for a leading-edge intelligence platform.
• Strategic Influence: Direct collaboration with founders and product teams to shape the future of the API offering.
• Competitive Compensation: A package consisting of a base salary of $50K - $70K supplemented by a highly attractive commission structure designed to reward high performance.
• Market Positioning: Exposure to the forefront of the RWA (Real-Wor