Job description
Join Cubist as we build the infrastructure layer securing the next generation of institutional digital asset operations.
Cubist's platform (CubeSigner, Confidential Cloud Functions (C2F), and Bascule) protects the most sensitive keys and logic for trading firms, banks, payment processors, and the protocols powering onchain finance. We safeguard keys in FIPS-140 certified HSMs and TEEs, sign transactions 200+x faster than MPC-based solutions, and enable customers to enforce programmable policies and run private smart contracts inside secure hardware.
We are looking for a Business Development Manager to drive new logo acquisition across crypto-native firms, trading firms, and tradfi institutions. You will be a foundational commercial hire, owning a target account list and self-sourcing pipeline through your network. You'll work directly with the BD and product leadership to bring Cubist to the institutions defining the future of digital asset operations.
You'll report to the Head of BD & Partnerships and work closely with engineering, product, and marketing to win and grow strategic accounts.
About the Role
This is a full-cycle hunter role for a commercial operator who understands institutional digital asset infrastructure. You will spearhead Cubist's expansion into priority accounts across the crypto-native and tradfi institutional landscape.
You will act as a consultative partner to CTOs, Heads of Trading, custodians, risk officers, and operations leaders. You will move relationships from first conversation through technical scoping and into signed agreements, building a repeatable motion that scales as Cubist grows the commercial team.
Key Responsibilities
Origination & Pipeline:
Own a target account list of crypto-native and tradfi institutions and drive new logo acquisition against quarterly and annual quota.
Self-source pipeline through personal network, warm intros, and strategic outbound to priority accounts.
Represent Cubist at industry conferences and events (Consensus, Token2049, Permissionless, ETH Denver, EthCC, and tradfi-adjacent events), building relationships with prospects and ecosystem partners.
Structuring & Closing:
Run the full sales cycle from first conversation through contract close, including discovery, demos, technical scoping, commercial negotiation, and signature.
Partner with engineering and product on technical discovery and solution design, scoping integrations that prove technical value to sophisticated buyers.
Lead commercial negotiations across pricing, contract terms, and security/compliance requirements typical of institutional procurement.
Operating Cadence:
Maintain accurate pipeline hygiene and forecasting in CRM, with disciplined deal qualification and stage management.
Hit quarterly and annual quota targets for sourced ACV.
Provide structured customer and prospect feedback to product and engineering to inform roadmap.
Building the Function:
Collaborate with marketing on account-based campaigns, event strategy, and content that supports the sales motion.
Help define and document the sales playbook (discovery questions, objection handling, technical scoping templates, deal stages) as Cubist scales the commercial team.
About You
You speak the language of institutional digital assets. You understand how trading firms think about API security, how custodians evaluate key management vendors, and how tradfi institutions run procurement on infrastructure that touches client funds.
Experience: 5 to 7 years in business development, institutional sales, or partnerships within crypto, ideally selling infrastructure, custody, prime brokerage, or trading technology to institutional buyers. Tradfi backgrounds in prime brokerage, FX/rates sales, or fintech infrastructure sales are also strong fits.
Network: You have direct lines to decision-makers at trading firms, market makers, exchanges, funds, custodians, payment processors, or tradfi institutions getting into digital assets. You can self-source pipeline from day one.
Technical Fluency: You can confidently discuss key management architectures, signing schemes (BLS, Ed25519, ECDSA), HSMs vs. TEEs vs. MPC, and the security and policy concerns of institutional buyers. You don't need engineers on every call.
Closer Mentality: You drive revenue and adoption metrics, not brand awareness. You take ownership of your number and your accounts.
Builder Mentality: You want to be among the first commercial hires at a high-leverage company. You're excited to help define the playbook rather than inherit one.
About Cubist
Cubist is a self-custody operating system for programmable money, tokenized assets, and onchain finance across public and private blockchains. We empower global institutions including banks, payment processors, trading firms, and crypto protocols to safely automate digital asset operations using their own sensitive data and business logic. This is possible because of Cubist's:
Security: Keys are safeguarded using FIPS-140 certified HSMs and TEEs.
Speed and Scale: CubeSigner signs transactions 200+x faster than MPC-based solutions, with horizontal scaling to millions of TPS.
Programmable Policy Engine: Customers define exactly when each key can sign (e.g., "only mint if collateral > X", "only transfer if internal KYC has passed").
Confidential Cloud Functions (C2F): With C2F, customers run "private smart contracts": complex logic such as compliance checks that executes inside secure hardware and produces cryptographic proof of exactly what ran.
About the Cubist Team
Cubist's founders include a former fintech COO, and cryptography and security professors from UC San Diego and Carnegie Mellon University who collectively have published more than 90 papers on computer security. Members of our team designed the cryptography underlying Ethereum and Avalanche and we're backed by top-tier investors including Polychain, dao5, and Paxos.
Compensation & Perks
Competitive base salary, performance-based commission, and equity package
Comprehensive medical, dental, vision, and life insurance benefits
Company-sponsored 401(k)
Home-office stipend
Company retreats and offsites