Institutional Business Development Manager (Web3)

TL;DR

Institutional Business Development Manager (Web3): Establishing Morpho as the credit network of choice for global institutions by building an institutional GTM motion from scratch and managing high-value relationships. Focus on driving complex commercial discussions, educating institutional leaders on DeFi, and integrating market intelligence into the product roadmap.

Location: Hybrid, New York

Company

Morpho is a leading Decentralized Finance (DeFi) lending protocol building an open credit network to provide global access to the best borrowing and lending terms on-chain.

What you will do

• Develop and execute the institutional growth strategy to accelerate adoption and trust on the network.
• Build and manage a pipeline of prospective institutional partners, leading commercial discussions from engagement to launch.
• Act as a trusted advisor to executives and product leaders, guiding them through DeFi, on-chain lending, and regulatory considerations.
• Personally sign and scale the most strategic institutional relationships.
• Collaborate with Product and Engineering teams to shape the roadmap based on institutional market intelligence.
• Represent the company at industry events and develop strategic partnerships across the digital-asset ecosystem.

Requirements

• 5+ years in business development with a track record of closing complex, high-value commercial deals.
• At least 2 years of experience within a large traditional financial institution (capital markets, banking, or asset management).
• Crypto native: active, hands-on user of on-chain protocols.
• Deep knowledge of financial markets, regulations, and corporate fluency to operate within large institutions.
• Strong negotiation and relationship-building skills with the ability to source deals independently.
• Humble mindset and ability to navigate uncertainty in a nascent market.

Culture & Benefits

• Fair, top-tier compensation and great health coverage.
• Real flexibility and a focus on deep work and growth.
• Opportunities for team gatherings in Paris.
• Support for continuous learning and professional development.