Head of GTM

Job description

## About Morpho Morpho is a leading Decentralized Finance (DeFi) lending protocol backed by a16z crypto, Paradigm, Ribbit Capital, Apollo, Vaneck, Coinbase Ventures, Variant and 50 others to build an open credit network giving anyone, anywhere, access to the best possible terms. Morpho is experiencing exponential adoption, with over billion in deposits on the network and used by institutional clients including Bitwise, Galaxy, and Anchorage Digital and the largest crypto exchanges, such as Coinbase, Binance, and Kraken. Now, Morpho is scaling its team of contributors to establish itself as the open credit network, not just of DeFi, but of the world. ## Why Morpho Exists Everyone has the potential to build something great for the world. But fulfilling that ambition almost always requires more: people willing to trust you with their capital. Yet access to capital still depends on where you live, who you know, and which institutions are willing to trust you. Even when capital is available, it sits fragmented across disconnected networks and hidden behind intermediaries. The result is a system that fails most of the people it should serve. Borrowers overpay. Lenders earn less than they should. Many are shut out entirely, not because they are unworthy of credit, but because today's infrastructure was never built to connect them. Morpho exists to solve this. Full article [here](https://morpho.org/blog/why-morpho-exists/). ## Location: New York, hybrid, based out of our NY office. ## Role: Morpho's most significant partnerships have been founder-led to date, and that no longer scales. This role owns the full commercial function, turning a founder-led motion into a structured revenue engine with the team and operating infrastructure to match. You will represent Morpho in tier-one deals so the CEO can step back from direct deal involvement. ## Responsibilities: - Architect the GTM function across all sales verticals (DeFi, fintechs, partnerships, and financial institutions) and business operations, to build and own Morpho's revenue engine. - Build the commercial operating infrastructure from scratch (CRM, pipeline tracking, account segmentation, forecasting, and KPI frameworks) so the business runs on predictable data. - Design and scale the commercial team, owning structure, hiring, onboarding, and development. - Act as a senior commercial face of Morpho, developing genuine product and protocol fluency to carry tier-one conversations and close without CEO involvement. - Partner closely with the founder, taking meaningful weight off him, earning the trust of the existing team, and disagreeing productively when it matters. - Maintain tight feedback loops with Product so partner input shapes the roadmap. ## What Success Looks Like: ### First 30 Days - You've met the team, mapped the current commercial function and the market, and ramped on the protocol, product, and customers. You've set commercial priorities and delivered early wins on key deals and on commercial infrastructure such as CRM and pipeline. ### First 3 Months - You've made the first key people and org changes, staffed missing roles, and set a clear plan for the months ahead. You're personally representing Morpho in tier-one conversations, closing or co-leading senior deals without the CEO, and the distributor pipeline is formalized around a clear ideal-partner profile. ### First 6 Months - Your team structure is in place, with trusted forecasting, segmentation, and KPI reporting and strong hires scaling the commercial org. You've launched or expanded flagship partnerships, materially advanced active loans toward an ambitious target, and established yourself as a leader with meaningful influence on the product roadmap. ## Must-have Experience & Skills: - 10+ years building and scaling a commercial organization from an early stage in complex B2B financial infrastructure, spanning both selling and commercial operations. - Demonstrated ability to personally carry and close technically complex products through long enterprise cycles to sophisticated institutional buyers. - Track record of building commercial operating infrastructure (pipeline, forecasting, KPIs, account management) where none existed, and of owning a revenue number. - Strong people leadership across technically and financially sophisticated teams. - Able to build deep, first-principles knowledge of a complex product and become credible with onchain, technical buyers on protocol mechanics and economics. No crypto experience required, but the appetite and ability to learn fast is. - Humble, low-ego leadership that sets the tone for the commercial org's culture. - Comfort operating in fast-changing, ambiguous contexts. - Strong ownership and autonomy: builds structure rather than waiting for it. ## Perks & Benefits We design benefits around deep work and growth, so you can do the best work of your career. Expect fair, top-tier compensation, real flexibility, time together in Paris, great health coverage, and support to keep learning. ## Equal Opportunity We welcome applicants from all backgrounds and hire based on talent, potential, and values alignment.