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:

• Hiring Manager Interview: An initial discussion regarding professional background, sales philosophy, and Web3 fluency.
• Founder / CEO Interview: A deep dive into strategic vision, go-to-market planning, and mission alignment.
• 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-World Asset) tokenization movement and high-frequency on-chain analytics.Due to the high volume of applications we anticipate, we regret that we are unable to provide individual feedback to all candidates. If you do not hear back from us within 4 weeks of your application, please assume that you have not been successful on this occasion. We genuinely appreciate your interest and wish you the best in your job search.

Commitment to Equality and Accessibility:

At MLabs, we are committed to offer equal opportunities to all candidates. We ensure no discrimination, accessible job adverts, and providing information in accessible formats. Our goal is to foster a diverse, inclusive workplace with equal opportunities for all. If you need any reasonable adjustments during any part of the hiring process or you would like to see the job-advert in an accessible format please let us know at the earliest opportunity by emailing [email protected].

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