Director, Institutional Growth
SOLANA FOUNDATION
Solana Foundation Opportunity
Solana Foundation is seeking a highly independent, individual contributor to support the Head of Institutional Growth. You will support RWA issuers throughout the lifecycle and drive post-launch institutional product growth. While our team secures partnerships with major institutions like BlackRock, JPMorgan, and Fidelity to tokenize assets on Solana, you'll support the full institutional lifecycle — from identifying and cultivating new issuers and founders building in the ecosystem, to ensuring products thrive once they're live onchain.
You'll own the success metrics of tokenized institutional products—driving TVL growth, transaction volume, user adoption, and ecosystem integrations. This role requires someone who can work cross-functionally with issuers, market makers, custody providers, and DeFi protocols to create vibrant markets around institutional digital assets.
To be successful in this role, you will drive:
- Institutional Pipeline Development
- Identify and engage banks, asset managers, and startups at early stages of their tokenization exploration
- Build and maintain a pipeline of prospective issuers and evaluate fit for Solana
- Support founders and early-stage startups building in the institutional/RWA space — including facilitating introductions to investors and strategic partners
- Represent Solana at industry events to drive inbound interest from potential institutional partners
- Post-Launch Product Growth
- Drive adoption and TVL growth for live tokenized products (funds, treasuries, securities, etc.)
- Develop and execute go-to-market strategies for newly launched institutional products
- Create growth playbooks that can scale across different asset types and issuers
- Monitor product performance metrics and identify growth bottlenecks
- Ecosystem Development
- Build liquidity strategies including market maker relationships and DeFi integrations
- Coordinate with wallets, custody providers, and platforms to ensure seamless product access
- Identify and facilitate secondary market development opportunities
- Work with protocols to create yield opportunities and use cases for tokenized assets
- Partner Success Management
- Serve as primary post-launch contact for institutional issuers
- Provide regular performance reporting and strategic recommendations to partners
- Coordinate product enhancements based on market feedback
- Ensure partner KPIs and success metrics are achieved
- Market Development
- Identify distribution channels and buyer segments for each product type
- Develop relationships with wealth platforms, brokerages, and aggregators
- Create educational content and sales enablement materials
- Support product marketing initiatives and conference presentations
You ideally have:
- 3+ years experience in product growth or BD in a digital assets role responsible for TVL/AUM
- Track record of driving adoption and growth metrics for financial products
- Understanding of tokenization, RWAs, DeFi, yield strategies, and digital asset market structure
- Experience with liquidity provision, market making, or trading operations
- Strong analytical skills with ability to identify growth levers and optimization opportunities
- Ability to manage multiple products and stakeholders simultaneously
- Exceptional project management and communication skills
- Experience working directly with founders or early-stage companies, including navigating the relationship between startup needs and institutional-grade requirements
- Retail and technical understanding of Solana
- Active in crypto communities and ecosystem building
- Ability to travel 25-40% of the time for conferences, partner meetings, and ecosystem events
Vacancy posted 4 days ago
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