Head of Institutions

ABOUT MORPHO Morpho is a leading Decentralized Finance (DeFi) lending protocol backed by a16z crypto, Paradigm, Ribbit Capital, Apollo, Vaneck, Coinbase Ventures, Variant and 50 others to build an open credit network giving anyone, anywhere, access to the best possible terms. Morpho is experiencing exponential adoption, with over billion in deposits on the network and used by institutional clients including Bitwise, Galaxy, and Anchorage Digital and the largest crypto exchanges, such as Coinbase, Binance, and Kraken. Now, Morpho is scaling its team of contributors to establish itself as the open credit network, not just of DeFi, but of the world.   WHY MORPHO EXISTS Everyone has the potential to build something great for the world. But fulfilling that ambition almost always requires more: people willing to trust you with their capital. Yet access to capital still depends on where you live, who you know, and which institutions are willing to trust you. Even when capital is available, it sits fragmented across disconnected networks and hidden behind intermediaries. The result is a system that fails most of the people it should serve. Borrowers overpay. Lenders earn less than they should. Many are shut out entirely, not because they are unworthy of credit, but because today's infrastructure was never built to connect them. Morpho exists to solve this. Full article here https://morpho.org/blog/why-morpho-exists/. LOCATION: New York or Hybrid based out of New York Office ROLE: The mission of this role is to establish Morpho as the credit network of choice for the world's institutions by owning, signing, and growing our largest institutional relationships and building a institutional GTM motion from scratch. RESPONSIBILITIES: - Develop and execute Morpho's institutional growth strategy, identifying and prioritizing the highest-impact institutional opportunities to accelerate adoption and trust on the network. - Build and own a pipeline of prospective institutional partners and customers, driving complex commercial discussions from first engagement through launch. - Become a trusted advisor to institutions (executives, investment teams, product leaders, and digital-asset teams), educating them on DeFi, on-chain lending, and Morpho's infrastructure, and guiding them through technical, operational, risk, and regulatory considerations. - Personally sign and grow Morpho's largest institutional relationships, carrying and closing the most strategic deals yourself rather than delegating them. - Bring institutional market intelligence back into the org, partnering with Product and Engineering to shape the roadmap and define institutional offerings and onboarding. - Represent Morpho at industry events and executive meetings, developing strategic partnerships across the institutional digital-asset ecosystem and collaborating with marketing on thought leadership. WHAT SUCCESS LOOKS LIKE: FIRST 30 DAYS You've ramped on the protocol and the institutional landscape, mapped Morpho's institutional GTM motion, and understood the tools, team, and existing relationships. You've kicked off conversations with the highest-priority prospects and earned early credibility internally and externally. FIRST 4 MONTHS You've built a high-quality pipeline of strategic institutional opportunities, with one or more flagship relationships launching or in advanced motion. You're a credible voice with sophisticated market participants and are already feeding institutional intelligence back into the product roadmap. IN 1 YEAR You've established a repeatable institutional GTM motion, launched and expanded several flagship institutional relationships, and become a trusted voice with key market participants, helping shape the products and partnerships that accelerate institutional adoption. MUST-HAVE EXPERIENCE & SKILLS: - 5+ years in business development, with a proven track record sourcing and closing complex, high-value commercial relationships (in TradFi, fintech, or crypto). - At least 2 years inside a large traditional financial institution (capital markets, asset management, banking, or similar). - Crypto native: an active, hands-on user of on-chain protocols, not just an observer of the space. - Technical and product-minded, with deep financial-markets and regulatory knowledge and the corporate fluency to operate credibly inside large institutions. - Strong understanding of how institutions evaluate new infrastructure providers, with credibility across executives, investors, product leaders, and risk stakeholders. - Excellent communication, negotiation, and relationship-building skills, able to independently source and close complex, multi-stakeholder deals without an established playbook or inbound pipeline. - Humble. PERKS & BENEFITS We design benefits around deep work and growth, so you can do the best work of your career. Expect fair, top-tier compensation, real flexibility, time together in Paris, great health coverage, and support to keep learning.   EQUAL OPPORTUNITY We welcome applicants from all backgrounds and hire based on talent, potential, and values alignment.