Director – Senior Institutional Business Development

Role Overview

• Identify, source, and develop strategic opportunities with banks, fintechs, neobanks, payment companies, stablecoin issuers, custodians, exchanges, and crypto infrastructure providers
• Build and manage a pipeline of high-value institutional prospects and partners
• Develop relationships with senior decision-makers across product, innovation, digital assets, payments, compliance, and strategy teams
• Translate Inco’s privacy and confidentiality technology into clear business value for institutional partners
• Drive conversations from first meeting to pilot, proof of concept, integration, commercial agreement, or strategic partnership
• Create and execute partnership strategies for key verticals, including payments, stablecoins, fintech infrastructure, banking, crypto custody, exchanges, and institutional DeFi
• Work with partners to identify concrete use cases where privacy, confidentiality, and secure compute unlock new products or improve existing workflows
• Represent Inco externally at conferences, industry events, partner meetings, and executive conversations
• Develop strong market feedback loops and help the company understand what institutions need, what they are willing to adopt, and what blocks adoption.
• Work closely with product, engineering, leadership, and marketing to shape partnership strategy and prioritize high-impact opportunities
• Help convert market demand into product requirements, integration roadmaps, and go-to-market strategy
• Coordinate pilots and technical evaluations with internal teams and external stakeholders
• Communicate partner needs, timelines, objections, and commercial opportunities clearly across the company
• Own the business development process from sourcing through negotiation and close
• Help define partnership models, commercial structures, and revenue opportunities
• Build repeatable BD processes, materials, and playbooks for institutional outreach
• Track pipeline, progress, and outcomes with a high level of ownership and accountability

Requirements

• 4+ years of experience in business development, partnerships, strategic accounts, corporate development, or go-to-market roles
• Strong experience working with banks, fintechs, payment companies, stablecoin issuers, crypto companies, or financial infrastructure providers
• Existing relationships across financial institutions, payments, fintech, crypto, or digital assets
• Proven ability to source, develop, and close strategic partnerships or commercial opportunities
• Strong understanding of institutional decision-making, procurement, compliance, risk, and technical evaluation processes
• Ability to understand technical products and translate them into clear business value for institutional stakeholders
• Excellent communication, relationship-building, and executive presence
• Ability to operate independently, create structure in ambiguity, and drive outcomes in a startup environment
• Strong judgment on which opportunities are worth pursuing and which are distractions

Benefits

• Professional development
• Flexible work arrangements
• Ability to work remotely