---
type: JobPosting
title: Director, Institutional Growth
company: Solana
category: growth-marketing
seniority: DIRECTOR
contractType: FULL_TIME
remote: ONSITE
location: New York, NY
salaryMin: 180000
salaryMax: 240000
salaryCurrency: USD
market: USA
postedAt: 2026-06-11
applyUrl: "https://jobs.ashbyhq.com/Solana%20Foundation/cb692853-04c1-4683-bb9a-8bb0783e2c1a/application?utm_source=YXOnQZnEdM"
canonical: "https://www.growthtalent.org/empregos/growth-marketing/solana/director-institutional-growth-solana"
---

# Director, Institutional Growth

**Solana** · New York, NY

<!--rich-->{"tags":["B2B Growth","Institutional Sales","Web3/Blockchain","Director-level","NYC Onsite","$180K-$240K","Full-time"],"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.","objectives3m":["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"],"objectives6m":["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":[{"metric":"Institutional Pipeline Value","description":"Total AUM of prospective issuers in active conversations, segmented by stage and asset type."},{"metric":"TVL Growth Rate (QoQ)","description":"Quarter-over-quarter growth in total value locked across portfolio of live institutional products."},{"metric":"Product Launch Velocity","description":"Number of new institutional products launched per quarter; time from initial engagement to mainnet launch."},{"metric":"Transaction Volume & User Adoption","description":"Daily/monthly active users and transaction count on institutional products; secondary market volume."},{"metric":"Ecosystem Integration Density","description":"Number of live integrations (wallets, custody, DeFi protocols, market makers) supporting institutional products."}],"tools":["Blockchain analytics platforms (Dune, Messari, or similar)","CRM (Salesforce or Pipedrive)","Solana blockchain & ecosystem tools","Financial modeling / spreadsheet tools","Communication platforms (Slack, Discord)","Data visualization (Tableau, Metabase)"],"team":{"manager":"Head of Institutional Growth","current":"Institutional growth team focused on RWA ecosystem and strategic financial partnerships","hiring":"New individual contributor role to support Head of Institutional Growth"},"compensation":{"salary":"$180K-$240K base","variable":null,"equity":null,"remote":"On-site, New York, NY"},"benefits":["Work on high-growth institutional blockchain adoption","Direct exposure to tier-1 financial institutions (BlackRock, JPMorgan, Fidelity)","Cross-functional collaboration with issuers, market makers, custody providers, DeFi protocols","Equity upside potential (typical for blockchain foundation roles)","Flexible work environment within crypto ecosystem","Mission-driven organization focused on decentralization and financial innovation"],"company":{"about":"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.","founded":null,"headcount":null,"funding":null,"customers":"BlackRock, JPMorgan, Fidelity, institutional RWA issuers, banks, asset managers","culture":"Mission-driven, independent contributors valued, focus on permissionless financial networks and blockchain innovation"},"forYouIf":["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"],"wontWorkIf":["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"],"interviewProcess":[{"step":"Initial Screen","detail":"Conversation with recruiter on background, institutional growth experience, and blockchain knowledge"},{"step":"Case Study / Exercise","detail":"Build a go-to-market strategy for a hypothetical institutional RWA product launch on Solana"},{"step":"Manager Interview","detail":"Deep dive with Head of Institutional Growth on pipeline strategy, product growth metrics, and ecosystem relationships"},{"step":"Cross-functional Roundtable","detail":"Conversations with stakeholders (partnerships, product, DeFi teams) to assess collaboration style and strategic thinking"},{"step":"Final Round / Leadership","detail":"Executive conversation with Foundation leadership on mission alignment and long-term vision for institutional adoption"}]}

[Apply →](https://jobs.ashbyhq.com/Solana%20Foundation/cb692853-04c1-4683-bb9a-8bb0783e2c1a/application?utm_source=YXOnQZnEdM)

---

Canonical: https://www.growthtalent.org/empregos/growth-marketing/solana/director-institutional-growth-solana