[Remote] Director/Senior Institutional Business Development
Note: The job is a remote job and is open to candidates in USA. Inco is building the confidentiality layer for blockchains through encryption technologies. They are seeking a Director/Senior Institutional Business Development leader to drive institutional adoption across banks, fintechs, and crypto-native financial institutions, focusing on building strategic partnerships and managing high-value prospects.
Responsibilities
- 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
Skills
- 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
- Prior experience at companies such as Visa, Circle, Coinbase, Mastercard, Stripe, PayPal, Anchorage, Fireblocks, or leading fintech / crypto infrastructure companies
- Experience with stablecoins, payments, digital assets, custody, wallets, compliance infrastructure, or blockchain infrastructure
- Experience selling or partnering around developer platforms, APIs, financial infrastructure, or enterprise technology
- Deep network across banks, fintechs, neobanks, payment companies, crypto exchanges, custodians, and stablecoin companies
- Experience working with product and engineering teams on pilots, integrations, or enterprise proof-of-concepts
- Familiarity with privacy, confidentiality, secure compute, compliance, or institutional blockchain use cases
- Based in New York City or able to travel frequently for institutional meetings and industry events
Company Overview