The OpportunitySolana 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 roleYou will driveInstitutional 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:- 5+ 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
