Solana Jobs in California, United States

As Head of Business Development & Partnerships you will own go-to-market execution for one of our portfolio companies - driving direct enterprise sales, channel alliances and developer-community partnerships. Reporting to the CEO, you’ll refine our product narrative, architect custom Web3 solutions and scale revenue across web3 specific platforms, protocols and brands. This is initially an individual-contributor role with a clear runway to build out a small sales and partnerships team as our Web3 footprint expands.

Responsibilities

• Strategize & execute across Web3 sales channels: outbound to DAOs and protocols, inbound enterprise inquiries, and agency/technology partnerships.
• Own the full sales funnel in HubSpot - prospecting, discovery, proposal, negotiation and close- hitting quarterly ARR and logo-growth targets.
• Analyze sales data to identify insights and proactively implement improvements.
• Collaborate cross-functionally: partner with Product to roadmap new features, with Marketing to fuel demand generation in crypto communities.
• Representing the company  at Web3 conferences and summits (ETHCC, NFT.NYC, Solana Breakpoint, Sui Community Gatherings), delivering keynote pitches and panel sessions.
• Engage and evangelize in ecosystem channels: host and participate in Discord AMAs, Twitter Spaces, Telegram chats, Reddit forums, hackathons and meetups to build brand awareness. 
• Articulate our Web3 value: design and present custom programs that combine token-gated missions, NFT/token rewards and real-time on-chain analytics to drive retention, DAU/MAU engagement and revenue lift.
• Build and nurture channel programs for Web3 accelerators, blockchain agencies and protocol partners - from enablement content to co-sell initiatives and joint-goals reviews.
• Leverage your Web3 network: tap existing relationships with Web3 founders, DAO community leads, project teams and blockchain developer collectives to surface partnership and revenue opportunities.
• Collaborate with marketing agencies to influence content topics and provide feedback on the content produced by voicing the perspective of our potential customers.

Requirements

• Ideally 7+ years of B2B SaaS or agency business development, with both SMB and enterprise deal cycles (>$500K ARR) and channel-partner orchestration (preferably in blockchain/web3).
• Proven track record of building and scaling partnerships with agencies, integrators and protocol alliances - and driving co-selling motions through joint go-to-market plans.
• Exceptional strategic thinking, data-driven decision-making and consultative-selling skills, with the ability to translate technical blockchain concepts into clear business value.
• Proficiency in using CRM’s for sales management. Preference for Hubspot experience. 
• Self-starter mentality: thrives in a fast-paced startup environment, takes ownership of processes and thrives on building scalable Web3 go-to-market playbooks from scratch.
• Strong communication and negotiation abilities - comfortable pitching C-suite in both traditional enterprises and crypto-native teams.
• Ability to collaborate effectively with cross-functional teams.
• Passion for Web3, NFTs and blockchain incentives, with a demonstrated track record of staying on top of emerging protocol trends and community best practices.
• Deep understanding of token economics, on-chain engagement metrics and KPIs (CLV, retention, engagement, TVL incentives).
• Established network within the Web3 ecosystem: relationships with DAO governors, protocol teams (Ethereum, Solana, Sui, Polygon, etc.), NFT project leads and blockchain developer communities.
• Hands-on experience engaging crypto communities via Discord, Twitter/X, Telegram and forums & able to drive organic buzz and high-quality demo pipelines.

Compensation and Benefits:

• 100% Remote Work
• Health
• Dental
• Vision insurance
• 401(k) matching program
• Commuter benefits
• Unlimited PTO

$120,000 - $145,000 a year