Tokenizer.estate
Head of Business Development
“Build the commercial infrastructure from zero for a regulated asset tokenization platform — where institutional buyers, legal counsel, and regulators must all be aligned before a deal advances.”
The situation
Joined at the pre-revenue stage with no sales process, no methodology documentation, and no partnership agreements in place. The product operates at the intersection of blockchain infrastructure and securities regulation — a combination that lengthens deal cycles significantly and requires a fundamentally different commercial approach than conventional B2B sales.
What I did
Designed and built the full sales infrastructure from scratch: lead qualification criteria, outreach sequences, call frameworks, objection-handling documentation, partner onboarding playbook, and institutional proposal templates.
Managed personal pipeline at the senior IC level while simultaneously recruiting, onboarding, and coaching the company's first sales hires into the newly built system.
Rewrote commercial agreements, product presentations, and website copy to make a technically complex, regulated product immediately legible to institutional decision-makers.
Initiated formal engagement with regulatory sandbox programs across multiple jurisdictions, establishing a long-cycle institutional pipeline alongside near-term commercial activity.
Outcomes
5 institutional B2B deals closed personally within the first six months.
5 strategic partnerships executed; multi-jurisdiction regulatory sandbox conversations active.
Complete sales infrastructure built and operational from a standing start.
Each metric is from period reporting at the time of engagement and verifiable against employer records on request.