Institutional BD – DeFi Lending (App: 0-815)
Referment, New York, NY, United States
Referment is partnering with a fast-growing, institutional lending platform operating at the intersection of traditional finance and digital assets. This is a standout opportunity for a senior business development professional to play a pivotal role in scaling an institutional platform during a key phase of growth.
This is a high-impact, senior individual contributor role for a \"hunter\" deeply embedded in the New York institutional finance ecosystem and thrives on relationship‑led origination and deal sourcing.
The Opportunity
This is not a retail, high-volume, or inbound sales role. It is not a strategy, operations, or advisory position. This is a pure new business origination role focused on finding borrowers who need capital and structuring lending deals with them. You will act as the primary external face of the platform in New York, embedded in the institutional community, attending industry events, meeting senior decision-makers, and originating new borrower relationships. You’ll own the full lifecycle of business development, working on fewer, larger, more complex transactions with typical deal sizes of $25m-$100m+. This is a hands‑on role for a dedicated individual contributor who wants to drive deal flow personally rather than managing a team. What You’re Doing
Originating new institutional borrower relationships across hedge funds, trading firms, prime brokerage, asset managers, banks, credit funds, and family offices. Owning the end-to-end business development process: sourcing, progressing, structuring lending conversations, and closing. Acting as a senior relationship manager to borrowers post‑close. Representing the platform at industry events, conferences, and in‑market meetings. Collaborating closely with credit, capital markets, and leadership teams. Feeding real‑time market insight back into product and growth strategy. What We’re Looking For
5+ years’ experience in institutional business development, relationship management, or capital markets, specifically in a hands‑on origination or loan coverage role. Direct experience in institutional lending, credit, or structured finance (e.g., securitization, corporate lending, warehouse facilities) is essential. Currently working at a blockchain, DeFi, or crypto‑native firm in an institutional capacity (essential). A professional background in traditional finance (TradFi), with experience in structured finance at a top‑tier investment bank highly regarded. Well‑networked in the NYC institutional finance community, with a proven track record of personally originating and closing large‑ticket, low‑volume transactions. Experience engaging with BTC miners or BTC treasury firms is a significant plus. Based in New York City or the immediate surrounding area (e.g., New Jersey) to facilitate frequent in‑person meetings and community engagement. What Is The Ideal Experience
Currently working at a crypto‑native firm (e.g., exchange, lending platform, DeFi protocol) in an institutional sales or BD capacity, with a prior background in traditional finance lending or structured products. This role is not a fit if: Your experience is primarily in capital sourcing, fund distribution, or raising money from LPs. Your experience is primarily in SaaS or technology platform sales. Your background is in operations, strategy, or advisory rather than direct origination. Your focus is on account management of an existing portfolio rather than new business development. Working Arrangement & Compensation
Remote‑first culture with optional access to a shared New York office space. No mandated in‑office days; autonomy and trust are core to the culture. Competitive base salary plus meaningful performance upside (OTE typically in the 50‑100% range, depending on performance).
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This is not a retail, high-volume, or inbound sales role. It is not a strategy, operations, or advisory position. This is a pure new business origination role focused on finding borrowers who need capital and structuring lending deals with them. You will act as the primary external face of the platform in New York, embedded in the institutional community, attending industry events, meeting senior decision-makers, and originating new borrower relationships. You’ll own the full lifecycle of business development, working on fewer, larger, more complex transactions with typical deal sizes of $25m-$100m+. This is a hands‑on role for a dedicated individual contributor who wants to drive deal flow personally rather than managing a team. What You’re Doing
Originating new institutional borrower relationships across hedge funds, trading firms, prime brokerage, asset managers, banks, credit funds, and family offices. Owning the end-to-end business development process: sourcing, progressing, structuring lending conversations, and closing. Acting as a senior relationship manager to borrowers post‑close. Representing the platform at industry events, conferences, and in‑market meetings. Collaborating closely with credit, capital markets, and leadership teams. Feeding real‑time market insight back into product and growth strategy. What We’re Looking For
5+ years’ experience in institutional business development, relationship management, or capital markets, specifically in a hands‑on origination or loan coverage role. Direct experience in institutional lending, credit, or structured finance (e.g., securitization, corporate lending, warehouse facilities) is essential. Currently working at a blockchain, DeFi, or crypto‑native firm in an institutional capacity (essential). A professional background in traditional finance (TradFi), with experience in structured finance at a top‑tier investment bank highly regarded. Well‑networked in the NYC institutional finance community, with a proven track record of personally originating and closing large‑ticket, low‑volume transactions. Experience engaging with BTC miners or BTC treasury firms is a significant plus. Based in New York City or the immediate surrounding area (e.g., New Jersey) to facilitate frequent in‑person meetings and community engagement. What Is The Ideal Experience
Currently working at a crypto‑native firm (e.g., exchange, lending platform, DeFi protocol) in an institutional sales or BD capacity, with a prior background in traditional finance lending or structured products. This role is not a fit if: Your experience is primarily in capital sourcing, fund distribution, or raising money from LPs. Your experience is primarily in SaaS or technology platform sales. Your background is in operations, strategy, or advisory rather than direct origination. Your focus is on account management of an existing portfolio rather than new business development. Working Arrangement & Compensation
Remote‑first culture with optional access to a shared New York office space. No mandated in‑office days; autonomy and trust are core to the culture. Competitive base salary plus meaningful performance upside (OTE typically in the 50‑100% range, depending on performance).
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