Lead enterprise sales and partnerships across fintech, exchanges, custody, and payments. Source and close large deals, co-design integrations with product and engineering, build partner pipelines, define GTM playbooks, manage forecasts and strategic accounts, and represent Aave at industry events.
About us
Aave Labs builds innovative products leveraging blockchain technologies. Aave Labs' suite includes the Aave app, unleashing the Aave Protocol and its native stablecoin GHO, and Family, a design-first mobile crypto wallet. Our vision is to build a people-powered internet that benefits all.
Our culture
Having cultivated a thriving, collaborative culture, our team is kind, welcoming and passionate about what we are building. We celebrate differences and seek to develop and retain the most talented people from a diverse candidate pool from all over the world. No matter where you are based, no ghost will be left behind and we appreciate every moment we get to work and have fun together.
About the role:
We’re looking for a Director of Enterprise Sales & Partnerships to lead strategic growth across the fintech, exchange, and custody verticals. This role blends sales leadership, product thinking, and technical fluency, ideal for someone who can both close enterprise deals and help shape the next generation of onchain financial products.
You’ll work directly with C-Suite, product leads, and technical teams to design and scale innovative solutions using Aave’s technology stack. This role sits within Aave’s Business Development organization and works cross-functionally with engineering, product, and leadership to deliver high-impact integrations and commercial partnerships.
How you can make an impact:
- Drive enterprise adoption of Aave’s technologies across fintechs, neobanks, custodians, and exchanges
- Identify and develop strategic ecosystem opportunities, including partnerships with exchanges, wallet providers, and payment platforms to scale Aave's reach
- Lead full-cycle sales processes from sourcing and qualification through to deal structuring, negotiation, and execution
- Co-design products with partners by translating market needs into integration opportunities across Aave V4, GHO, and the broader Aave ecosystem
- Partner with engineering and product to deliver bespoke solutions that connect traditional finance rails with onchain liquidity and yield infrastructure
- Build and manage a strong pipeline of partners, establishing Aave as a trusted partner for onchain finance and custody innovation
- Collaborate with marketing and ecosystem teams to define go-to-market narratives and partnership playbooks for fintech and institutional audiences
- Work closely with leadership on revenue forecasting, deal prioritization, and strategic account management
- Represent Aave at industry events, conferences, and executive forums to drive awareness and high-level engagement
Let's connect if you have:
- 7+ years of experience in enterprise sales, business development, or partnerships — ideally within fintech, exchanges, custody, or payments
- Proven ability to originate, negotiate, and close large-scale deals with financial institutions, enterprise clients, and technology partners
- Strong product and technical fluency, able to understand APIs, smart contracts, and how DeFi infrastructure integrates with enterprise systems
- Entrepreneurial mindset with the ability to ideate new product and partnership models that create tangible business value
- Experience collaborating cross-functionally with product, engineering, and legal teams to bring complex solutions to market
- Excellent communication, presentation, and relationship management skills, comfortable engaging with executive and technical stakeholders alike
- Strategic thinker with an analytical and commercial mindset; data-driven decision-making
- Self-starter who thrives in fast-paced, evolving environments
Nice to haves:
- Prior experience integrating or selling blockchain infrastructure to enterprise clients or at a Fintech
- Background in custody tech, payment infrastructure, or digital asset services
- Understanding of smart contract design, APIs, SDKs, or developer platforms
- Demonstrated ability to work on co-built product launches or go-to-market initiatives with partners
Haven’t quite met all the criteria? Let’s not miss out on the chance to speak. Whilst you might not meet every single requirement, you might bring other, more exciting skills to the companies!
Equal opportunities statement:
Aave Labs celebrates diversity and views each and every team member as a separate individual with their own unique identity. No matter your race, religion, gender, ethnicity, age, disability, sexual orientation or even the wallet you use, we welcome you at Aave Labs. As an equal opportunities employer, we take accountability and believe in everyone's potential to build, create and inspire changes. With a mission to build a diverse workforce, we are proud to foster a working environment in which everyone can feel safe and valued for who they are.
Top Skills
Aave V4
APIs
Blockchain
Defi
Developer Platforms
Gho
Sdks
Smart Contracts
Aave Labs London, England Office
9 Pembridge Road, , , GB, London, England, United Kingdom, W11 3JY
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