The Challenge
Solana Foundation is scaling institutional adoption of tokenized assets—growing the RWA ecosystem from zero to $2B+. You'll own the full lifecycle of institutional products on-chain, from pipeline development through post-launch growth, working with tier-1 financial institutions and early-stage builders.
Your Mission
Build and qualify institutional pipeline of 15-20 prospective RWA issuers; map decision makers and tokenization timelines
Document go-to-market playbook for 2-3 live institutional products; identify primary growth bottlenecks and conversion leaks
Establish relationships with 5+ critical ecosystem partners (market makers, custody providers, DeFi protocols); assess liquidity gaps
Represent Solana at 3-4 industry events (fintech, blockchain, digital assets); generate 10+ qualified inbound leads
Drive TVL growth for portfolio of institutional products; achieve 25-40% QoQ growth through targeted go-to-market execution
Onboard and support launch of 2-3 new institutional products from pipeline; document repeatable playbooks by asset class
Build secondary market liquidity infrastructure; establish market maker relationships and DeFi integrations for 3+ products
Generate $500M+ in combined TVL across supported institutional products; track transaction volume and user adoption metrics
KPIs You'll Own
Institutional Pipeline Value
Total AUM of prospective issuers in active conversations, segmented by stage and asset type.
TVL Growth Rate (QoQ)
Quarter-over-quarter growth in total value locked across portfolio of live institutional products.
Product Launch Velocity
Number of new institutional products launched per quarter; time from initial engagement to mainnet launch.
Transaction Volume & User Adoption
Daily/monthly active users and transaction count on institutional products; secondary market volume.
Ecosystem Integration Density
Number of live integrations (wallets, custody, DeFi protocols, market makers) supporting institutional products.
Tools & Stack
Your Team
Your Manager
Head of Institutional Growth
Current Team
Institutional growth team focused on RWA ecosystem and strategic financial partnerships
New individual contributor role to support Head of Institutional Growth
The Package
Salary
$180K-$240K base
Remote
On-site, New York, NY
Benefits & Perks
Company Intelligence
Solana Foundation is a non-profit based in Zug, Switzerland, dedicated to the adoption, decentralization, and security of the Solana blockchain. The Foundation focuses on ecosystem development and strategic partnerships with traditional financial institutions to tokenize assets on Solana's high-performance network.
Customers
BlackRock, JPMorgan, Fidelity, institutional RWA issuers, banks, asset managers
Culture
Mission-driven, independent contributors valued, focus on permissionless financial networks and blockchain innovation
Is This Role For You?
- You've worked in institutional sales, business development, or growth roles in fintech, crypto, or capital markets
- You understand RWA tokenization, DeFi mechanics, or blockchain infrastructure well enough to explain to institutions
- You thrive on pipeline building and relationship-based selling; comfortable with multi-month sales cycles and stakeholder management
- You're a self-starter who can own full-lifecycle growth (pipeline → launch → scaling) without constant oversight
- You need fully remote work; this role is on-site in NYC
- You're uncomfortable with crypto/blockchain fundamentals or skeptical of institutional adoption narrative
- You require hand-holding or clear process guardrails; this is a high-autonomy, founding-team-stage role
- You're looking for a traditional corporate environment; Solana Foundation is a fast-moving, decentralized organization
Interview Process
Initial Screen
Conversation with recruiter on background, institutional growth experience, and blockchain knowledge
Case Study / Exercise
Build a go-to-market strategy for a hypothetical institutional RWA product launch on Solana
Manager Interview
Deep dive with Head of Institutional Growth on pipeline strategy, product growth metrics, and ecosystem relationships
Cross-functional Roundtable
Conversations with stakeholders (partnerships, product, DeFi teams) to assess collaboration style and strategic thinking
Final Round / Leadership
Executive conversation with Foundation leadership on mission alignment and long-term vision for institutional adoption
Interested in this role?
Apply now and hear back within days, not weeks.
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About Growth Marketing Roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.