Director/Senior Institutional Business Development

About the role

About Inco Inco is building the confidentiality layer for blockchains through encryption technologies. We're building the next generation of secure, scalable, and privacy-enhancing solutions for Web3, enabling fintech, payments, and blockchain applications to have the same confidentiality and capabilities users expect from Web2. Who You Are We're looking for a director or senior business development leader to help Inco drive institutional adoption across banks, fintechs, neobanks, payment companies, stablecoin issuers, and crypto-native financial institutions. You understand how large financial institutions evaluate new technology, especially around payments, digital assets, privacy, compliance, and infrastructure. You know how to build trust with senior stakeholders, navigate complex organizations, identify high-value use cases, and turn early conversations into strategic partnerships and revenue opportunities. The ideal candidate has worked at or with companies such as Visa, Circle, Coinbase, Mastercard, Stripe, PayPal, Anchorage, Fireblocks, or leading fintech and crypto infrastructure companies. You should bring an existing network across financial institutions, crypto, payments, and fintech, and be comfortable opening doors at senior levels. This is a senior role for someone who can own institutional business development end-to-end: sourcing, relationship building, qualification, partnership strategy, commercial negotiation, and internal coordination with product and engineering. We prefer candidates based in New York City, but are open to remote candidates with strong relevant experience and networks. Responsibilities Institutional Business Development 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. Strategic Partnerships 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. Cross-Functional Execution 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. Commercial Ownership 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. Required Experience 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. Preferred Qualifications Prior experience at companies such as Visa, Circle, Coinbase, Mastercard, Stripe, PayPal, Anchorage, Fireblocks, or leading fintech / crypto infrastructure companies. Experience with stablecoins, payments, digital ass

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