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The Solana Foundation, a non-profit based in Zug, Switzerland, is seeking a highly independent senior individual contributor to support the Head of Institutional Growth. You will drive the success of Real World Assets (RWA) and institutional products on the Solana blockchain, supporting the full lifecycle from identifying and cultivating new issuers to ensuring products thrive post-launch.
You will own success metrics for tokenized institutional products—driving TVL growth, transaction volume, user adoption, and ecosystem integrations. Working cross-functionally with issuers, market makers, custody providers, and DeFi protocols, you'll create vibrant markets around institutional digital assets.
Key responsibilities include:
**Institutional Pipeline Development:** Identify and engage banks, asset managers, and startups exploring tokenization. Build and maintain a pipeline of prospective issuers, support early-stage founders building in the RWA space, and represent Solana at industry events to drive inbound interest.
**Post-Launch Product Growth:** Drive adoption and TVL growth for live tokenized products (funds, treasuries, securities). Develop and execute go-to-market strategies, create scalable growth playbooks across asset types, and monitor performance metrics to identify bottlenecks.
**Ecosystem Development:** Build liquidity strategies including market maker relationships and DeFi integrations. Coordinate with wallets, custody providers, and platforms for seamless product access, and facilitate secondary market development.
**Partner Success Management:** Serve as primary post-launch contact for institutional issuers, provide performance reporting and strategic recommendations, and ensure partner KPIs are achieved.
**Market Development:** Identify distribution channels and buyer segments, develop relationships with wealth platforms and brokerages, create educational content, and support product marketing initiatives.
The Solana Foundation's institutional growth team has grown the RWA ecosystem from zero to ~$4.5B+ in total value, partnering with tier-1 financial institutions like BlackRock, JPMorgan, and Fidelity.
**Requirements:**
- 5+ years experience in product growth or business development in digital assets, with responsibility 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 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
- 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
