Managing Director (Stablecoins, Payments & Fintech)

This role operates like a founding partner within Delphi Research & Consulting. The successful candidate will define the practice’s target markets, offerings, sales strategy, partnerships, delivery model, and growth plan; originate and close complex institutional advisory engagements; lead initial client work; develop differentiated research and advisory products; establish a public point of view; and recruit a team to scale the practice.

Responsibilities

• Validate priority markets, customer segments, buying triggers, and target accounts.
• Originate and close complex advisory engagements with institutional clients.
• Lead discovery, qualification, scoping, pricing, proposals, negotiation, and client relationship expansion.
• Build partner-led distribution through investment banks, investors, advisers, law firms, accounting firms, consultancies, and strategic platforms.
• Develop repeatable advisory offerings, methodologies, diagnostics, pricing, proposals, and intellectual property.
• Personally lead initial anchor engagements and create scalable delivery frameworks.
• Develop and publish differentiated viewpoints on stablecoins, payments, and fintech.
• Participate in executive briefings, podcasts, panels, and roundtables.
• Recruit and develop the team required to scale the practice.

Requirements

• Significant experience in one or more of payments, fintech, treasury technology, financial infrastructure, stablecoins and digital assets, enterprise partnerships, or institutional advisory.
• Demonstrated success originating and closing material institutional business.
• Trusted relationships with senior decision-makers and experience navigating complex sales processes.
• Ability to create opportunities without an established playbook and translate ambiguous problems into commercial engagements.
• Understanding of both traditional payment economics and crypto-native payment, settlement, wallet, liquidity, and stablecoin systems.
• Ability to engage CEOs, CFOs, treasurers, payments and product leaders, investors, corporate-development teams, legal, compliance, risk, and crypto-native founders.
• Ability to defend an independent position, sell six-figure engagements, lead client delivery, shape market theses, build partnerships, and recruit a team.
• Applicants must submit a résumé and concise note answering five questions about prior business wins, target partners, an overestimated use case, Delphi’s right to win, and motivation to build a practice.