Tokenizer.estate
Head of Business Development
“Build the commercial infrastructure from zero for a regulated asset tokenization platform operating across five distinct client mandates and multiple jurisdictions — where institutional buyers, legal counsel, and regulators must all align before a deal can advance.”
The situation
Joined at the pre-revenue stage with no sales process, no methodology, and no partnership agreements. The product operates at the intersection of blockchain infrastructure and securities regulation — a combination that extends typical sales cycles to 6–7+ months and requires an entirely different commercial approach for each client category: real estate tokenization with legal frameworks and utility token structures, off-plan asset and investment fund platforms, tokenization-as-a-business mandates, African market entry, and EU fractional ownership and capital raise structures.
What I did
Designed and built the complete sales infrastructure from zero: lead qualification framework (BANT), enterprise deal management (MEDDIC), consultative and SPIN methodologies, and a proprietary internal framework developed specifically for tokenization mandates — where no two client categories share the same buying process, legal structure, or decision-making unit.
Operated simultaneously as player and coach — managing and developing the team while personally running a senior IC pipeline across multiple international markets.
Closed 5 institutional deals across 5 distinct markets within 6 months, compressing a 6–7 month industry-average sales cycle: first deal closed in 3 months, then 2 more closed within a single subsequent month.
Built a global partnership layer spanning broker-dealers, liquidity providers, aggregators, legal partners, regulatory bodies, tech integrators, and reseller/referral networks — across UAE, Central Asia, Singapore, LATAM, EU, and Asia — continuously expanding.
Drove strategic analysis and action planning to identify new revenue models, improve net profit margins, and increase client acquisition and retention alongside active deal closure.
Rewrote institutional proposals, commercial agreements, and product presentations to make a technically complex, regulated product immediately legible to decision-makers with no prior tokenization exposure.
Outcomes
5 institutional deals closed personally across 5 international markets within 6 months.
First deal closed in 3 months — less than half the industry-average cycle of 6–7 months.
Global partnership network built across broker-dealers, liquidity providers, aggregators, legal, regulatory, and distribution layers — multiple jurisdictions and growing.
Complete sales infrastructure, team, and methodology operational from a standing start.
Each metric is from period reporting at the time of engagement and verifiable against employer records on request.