Lead and manage a portfolio of high-value Institutional DeFi partners building on XRPL, with a focus on tokenized assets and real-world financial applications.
Develop and implement strategic account plans that align with both Ripple and partner goals.
Ensure fast execution across both technical integration and GTM delivery by mobilizing internal and partner teams effectively.
Provide thought leadership and guidance to partners around tokenization, utility, regulatory considerations, and financial market structures.
Maintain high-touch relationships with key stakeholders, from technical teams to the C-suite, ensuring alignment and accountability.
Act as the connective tissue across Ripple's internal teams and partner organizations to accelerate outcomes and resolve blockers.
Support ecosystem learning by sharing partner feedback and insights with RippleX Product, BD, and Marketing teams.
Travel to partner and customer sites as needed (20-30%).
WHAT YOU'LL BRING:
8-10 years of experience supporting strategic partnerships or enterprise customers in FinTech, financial services, or blockchain.
Institutional Finance Acumen: Solid understanding of financial instruments and market structure (equities, bonds, repos, collateralized lending, etc.). Strong grasp of collateral management, capital efficiency, and how DeFi can impact these processes. Familiarity with regulatory frameworks (Basel III, MiFID, EMIR, etc.) and how they relate to tokenization and digital asset adoption
Tokenization Expertise: Ability to articulate the value of tokenization (e.g., liquidity, programmability, settlement speed) and familiarity with the full lifecycle of tokenized assets (from origination to redemption). Understanding of current standards and implementation practices.
Blockchain Fluency: Strong understanding of blockchain fundamentals and how they apply to financial use cases such as tokenization, settlement and collateral management. Capable of evaluating protocol-level features (e.g., scalability, security) and articulate how they impact Institutional DeFi applications. Understanding cross-chain interoperability and bridging technologies (e.g., Axelar).
Go-to-Market & Utility Creation: Ability to co-develop tokenization GTM strategies that drive real utility. Comfortable working across teams to scale partner initiatives on-chain. Ability to cross pollinate within Ripple and across partners.
Partner Enablement & Growth: Strong background in strategic partnerships and relationship management, with a proven track record of supporting partners from ideation through to build, compliance readiness, and launch. Skilled at navigating complex stakeholder environments and influencing across both technical and business domains. Demonstrated ability to identify and remove blockers-commercially and technically-to accelerate partner momentum and long-term success.
Problem Solving with Agency: Action-oriented and solutions-driven, especially in ambiguous or fast-evolving contexts. Brings an ownership mindset to driving partner success.
Executive Presence & Trust Building: Ability to earn trust with senior stakeholders, including at the executive level with tier 1 banks and asset managers. Skilled in managing sensitive conversations (regulatory risk, commercial conflicts, etc.).
Cross-Functional Coordination: Experience working across Product, Engineering, BD, and Legal to support full-stack partner engagement.
