Director of Enterprise Sales & Partnerships
Skills
About the Role
You will lead strategic growth initiatives across fintechs, neobanks, custodians, and exchanges. You will originate, structure, and close enterprise deals, co-design partner integrations, and work closely with product and engineering to deliver bespoke onchain solutions. You will build and manage partner pipelines, define go-to-market narratives, handle revenue forecasting and strategic account management, and represent the organization at industry events and executive forums.
Requirements
- 7+ years of experience in enterprise sales business development or partnerships preferably within fintech exchanges custody or payments
- Proven ability to originate negotiate and close large-scale deals with financial institutions and enterprise clients
- Strong product and technical fluency with understanding of APIs smart contracts and DeFi infrastructure
- Experience collaborating cross-functionally with product engineering and legal teams
- Excellent communication presentation and relationship management skills
- Strategic thinker with analytical and commercial mindset and data-driven decision-making
- Self-starter comfortable working in fast-paced evolving environments
Responsibilities
- Drive enterprise adoption of Aave technologies across fintechs neobanks custodians and exchanges
- Identify and develop strategic ecosystem opportunities and partnerships
- Lead full-cycle sales processes from sourcing and qualification through deal structuring negotiation and execution
- Co-design products with partners by translating market needs into integration opportunities
- Partner with engineering and product to deliver bespoke onchain solutions
- Build and manage a strong pipeline of partners
- Collaborate with marketing to define go-to-market narratives and partnership playbooks
- Manage revenue forecasting deal prioritization and strategic account management
- Represent Aave at industry events conferences and executive forums