What are the responsibilities and job description for the Vice President, Institutional Partnerships position at Grayscale Investments?
Grayscale is the largest digital asset-focused investment platform in the world by AUM and offers the broadest selection of digital asset investment products in the U.S. based on number of products.
Our platform spans the full spectrum of institutional-grade solutions—from single-asset exposures to diversified and thematic strategies—with a goal of providing every investor with access to the hyper-expanding digital asset universe. Our firm offers a rare combination of decades of traditional finance work experience and digital asset leadership that brings an institutional mindset to the maturing digital asset industry. This convergence of capabilities positions us to deliver investment solutions and client experiences that are both institutionally robust and technologically advanced, which we believe offers a competitive edge that is difficult to replicate.
We’re proud of our deep crypto expertise and work closely with individual and institutional investors as they explore this asset class as part of their portfolio allocation.
Position Summary:
Grayscale is expanding its institutional footprint.
We’re seeking a strategic and commercially driven institutional sales professional to help grow our reach across institutional channels. The ideal candidate will have deep relationships across many channels including pensions, endowments, foundations, family offices, asset managers, and hedge funds. This is a builder, seller, strategist role: you’ll design coverage strategy, originate relationships, and drive institutional adoption of digital-asset investment products. The ideal candidate brings capital-introduction or allocator coverage experience from a major bank or asset manager and has the credibility to engage the most sophisticated investors while operating in a fast-moving, entrepreneurial environment
Responsibilities:
- Develop and execute a comprehensive institutional sales strategy spanning allocators, asset managers, and hedge-fund platforms.
- Drive measurable AUM growth by converting new institutional relationships into funded allocations and expanding existing client mandates across product suite.
- Originate and manage high-value institutional relationships (“whales”) across pensions, endowments, foundations, and institutional fund managers.
- Represent Grayscale externally at allocator and manager events; drive awareness and credibility across the institutional ecosystem.
- Build sales infrastructure, coverage segmentation, CRM discipline, reporting, and pipeline management.
- Provide market insight on institutional trends, product demand, and emerging opportunities in digital assets and tokenization.
Prior Experience/Requirements:
- 8–15 years of institutional client coverage, capital introduction, or capital-formation experience at a global bank, hedge fund, or asset manager.
- Backgrounds from Capital Intro desks or Allocator Coverage/External Investing groups are highly relevant.
- Proven track record engaging one or both allocators (pensions, E&Fs) and managers (hedge-fund / asset-management) ecosystems.
- Strong cross-asset product knowledge and ability to translate complex strategies into institutional language.
- Entrepreneurial and execution-oriented; comfortable working without a large team or defined playbook.
- Crypto-fluent or crypto-curious; understands institutional adoption trends in digital assets.
