Head of Institutions

Uniswap Labs•New York, NY

About The Position

As the Head of Institutions, you will play a pivotal role in helping scale Uniswap’s institutional business. The role is uniquely positioned to operate across business strategy and development, internal and external stakeholder relationship management, partnership GTM motions, and corporate strategy. As a business leader, you will report directly to Hayden Adams (CEO).

Requirements

7+ years of experience across business development, strategic partnerships, sales, strategy, or related roles in fintech, payments, capital markets, financial infrastructure
Demonstrated success in developing and closing complex, high-impact partnerships with large financial institutions or enterprise customers
Experience building a new business, market, customer segment, or GTM motion rather than solely operating within an established sales organization
Strong knowledge of how banks, broker-dealers, asset managers, fintechs, payments companies, or other financial institutions evaluate and adopt new technologies
The ability to combine strategic thinking with hands-on execution, with comfort developing a multi-year strategy and personally leading partner meetings and negotiations
Strong commercial judgment and the ability to evaluate opportunities based on strategic value, customer impact, economics, and likelihood of execution
Track record of product fluency having uncovered underlying needs of partner requests, and translating external feedback into useful feedback for Product and Engineering teams
Executive presence and the ability to build credibility with senior leaders at sophisticated financial institutions
Strong written and verbal communication skills, with a knack for simplify complex market, technical, and commercial concepts
Comfort operating in ambiguity and building structure

Nice To Haves

Experience with crypto, DeFi, tokenization, stablecoins, quant trading, or other emerging tech infrastructure
Experience working across both traditional financial institutions and high-growth tech orgs
Experience building or leading small, high-performing growth teams
A strong network across banks, fintechs, payments companies, asset managers, trading firms, or related financial institutions
Experience bringing a technical or emerging product from an early-adopter market into more established enterprise or institutional customers

Responsibilities

Establish and execute institutional strategy where Uniswap is complementary to financial institutions: identifying novel use cases, bespoke market structures, partnerships, and pathways to greater adoption
Develop institutional GTM motions, from segmentation and positioning to pipeline development, commercial models, and partner success, supporting internal and external development
Source, negotiate, and lead strategic partnerships with banks, asset managers, funds, and others leveraging both your existing and organizational network
Expand adoption and business outcomes owning institutional growth goals and identifying new opportunities for volume, distribution, and mutual success
Translate market signals into company strategy with a deep understanding of institutional customer needs, market structure, competitive dynamics, and emerging trends, synthesizing insights into clear recommendations for product roadmap, growth strategy, and partnership priorities
Partner closely with Product and Engineering representing institutional partner needs, developing business cases for new opportunities, and evaluating requirements to unlock meaningful adoption
Lead complex cross-functional initiatives as the business DRI for high-priority institutional opportunities, coordinating stakeholders across Product, Engineering, Legal, Policy, Marketing, Finance, and other teams to move from idea to closing deals
Build executive-level relationships representing Uniswap with senior leaders across traditional finance, fintech, payments, and digital asset departments to develop long-term relationships shaping the future of financial markets