Chief Revenue Officer

About the Company

Hi, we're Ondo Finance. Our mission is to provide institutional-grade, blockchain-enabled investment products and services. We have both a technology arm that develops decentralized finance technology, and an asset management arm that creates and manages tokenized funds. We were the first company to tokenize exposure to US Treasuries, and have since expanded into several other assets. We are also focused on incubating protocols that can support both tokenized real-world assets and traditional crypto.

Founded by folks from Goldman Sachs Digital Assets Team, we’re backed by some of the best investors in the world including Founders Fund, Coinbase Ventures, Pantera Capital, Tiger Global, and more. We are currently the leaders in the space in terms of AUM and are well capitalized to continue growing the firm. We're fully remote, with team members across the U.S.

About the Role

Ondo is looking to hire its first-ever Chief Revenue Officer, an esteemed leader who can build and manage a high-performing sales organization, to drive TVL and revenue growth.

The ideal candidate will be an excellent team builder, manager and subject matter expert in financial services, blockchain and revenue strategy.

The initial GTM of Ondo’s products has been a great success and the foundations of our team built strong, but it’s time for us to take things to a whole new level.

Whoever takes on this role, will play a decisive role in making that happen.

Responsibilities

•Develop and own our revenue strategy: Lead the organization’s efforts in becoming a leader in real-world assets, ensuring key metrics like TVL, revenue, partnerships, and growth rate are met or exceeded. Articulate and evolve strategic and tactical hypotheses, ensuring the revenue strategy is well-informed and understood by all relevant team members.

•Build, lead and manage the revenue organization: Define clear roles and responsibilities within the team. Build and manage effective compensation plans. Ensure efficient hiring, onboarding, and retention of high performers, while coaching low performers, fostering a culture of execution excellence and performance driven mindset.

•Be a player coach: Develop and maintain strong, long-term relationships with clients, leading to high customer satisfaction and loyalty. Manage interfaces and relationships with stakeholders, including clients, partners, outside service providers, and other internal teams, ensuring effective and harmonious collaboration.

•Be a thought leader and advisor: Stay on top of industry trends and news affecting key partners, clients, or prospects. Review, revise, and advise on key deals and/or partnership agreements. Be comfortable constructing and negotiating key deals and major commercial points of such deals without much need from legal.

•Build and Manage Effective Processes. Implement effective sales frameworks and processes, ensuring customer segments, personas, value propositions, and decision journeys are well-defined. Standardize and document sales processes, ensuring efficiency and effectiveness. Utilize sales tools and technology to maintain excellent data hygiene.

•Establish clear and achievable KPIs: Monitor and ensure these KPIs are regularly met with a high probability, maintaining a consistent track record of growth across all functions within the revenue department, including sales, business development and partnerships.

•Act as a thought partner to our CEO: Provide strategic insights to executive team members, handle day-day to revenue operations with minimal oversight. Bolster the organization’s reputation for world-class commercial activities, ensuring stakeholders are impressed with the quality and effectiveness of sales and business operations.

Experience

You should have:

•At least 10-15 years of experience in sales, business development, or related revenue-generating roles, with a significant portion of this in financial services

•Experience working in blockchain or DeFi and a strong understanding of its revenue opportunities

•At least 3 years experience building and managing revenue teams

•At least 3 years experience leading global teams (including the US and APAC)

•Proven track record of driving significant revenue growth and meeting or exceeding revenue targets

•Experience in developing and executing successful revenue strategies in a high-growth environment

•Demonstrated ability to build and maintain strong client and partner relationships

•Familiarity with modern sales tools and technologies, including CRM and analytics software

•Experience with data-driven decision-making and using analytics to drive sales performance

What we offer:

•Competitive compensation including salary, future token rights, and/or equity (according to your preferences) — we're well-funded and believe that great talent deserves great compensation

•Full benefits (medical, vision, and dental) and flexible vacation policy (PTO)

•Small remote-first team across many countries — you'll be an early team member helping shape our vision, culture, and design practices

•A+ colleagues — our team includes alumni from Goldman Sachs Digital Assets, SpaceX, AWS, DeFi protocols like BadgerDAO, private equity funds, hedge funds, and various VC-backed startups

•Best-in-class investors — we are proud to be backed by leading crypto experts (incl. founders of Aave, Quantstamp, and Anchorage) and funds (incl. Pantera, Genesis, DCG, Coin Fund, and CMS)