Director – Senior Institutional Business Development

Inco

Director/Senior Business Development role at Inco, focusing on institutional adoption for blockchain confidentiality solutions. Collaborate with stakeholders in banks, fintechs, and crypto institutions to build strategic partnerships.

Posted 6/26/2026full-timeRemote • New York • 🇺🇸 United StatesSeniorWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

Professional development
Flexible work arrangements
Ability to work remotely

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

business developmentpartnershipsstrategic accountscorporate developmentgo-to-market strategytechnical evaluationpipeline managementnegotiationcommercial agreementsproduct requirements

Soft Skills

communicationrelationship-buildingexecutive presenceindependencejudgmentaccountabilitystructure in ambiguityoutcome-drivenmarket feedbackcollaboration