Director of Growth, AvaCloud

📋 Job Overview

Looking to join a world-class blockchain development team? Ava Labs makes it simple to deploy high-performance solutions for Web3, led by innovations on Avalanche. The company was founded by Cornell computer scientists, who partnered with Wall Street veterans and early Web3 leaders to execute a promising vision for redefining the way people build permissionless networks. Ava Labs is redefining the way people create value with Web3. Join us as we empower people to easily and freely digitize all the world’s assets on one open, programmable blockchain platform.

🏢 About AvaCloud

AvaCloud is Ava Labs' managed blockchain infrastructure product. Enterprises and institutions use it to launch and operate their own Avalanche L1s without standing up and running node infrastructure themselves, through a managed portal and a supporting set of APIs and tooling. The customers are financial institutions building tokenization and payment infrastructure, plus game studios and consumer platforms that need their own chain economics. These are technical evaluations with real security review, real compliance review, and real engineering stakeholders on the other side of the table.

🎯 The Role

You own AvaCloud's commercial number and the system that produces it. You report to the CEO of AvaCloud. Today, a lot of what drives AvaCloud adoption lives in individual heads and individual relationships. Your job is to turn that into a repeatable motion: a defined funnel, named target accounts, measured conversion at each stage, and a forecast leadership can plan against. You will be closing deals yourself while you build it. This is a builder's role before it is a manager's role.

✅ Key Responsibilities

• Pipeline and revenue targets for AvaCloud, owned end to end, forecast monthly to the CEO.
• The self-serve developer funnel into the AvaCloud portal, and outbound into a named enterprise and institutional account list. These convert differently and need different instrumentation.
• Running opportunities from first contact through signature, alongside the CEO and solutions engineering on technical evaluations.
• Sourcing and structuring the integrations, resellers, and co-sell relationships that put AvaCloud in front of buyers we can't reach directly.
• Stage definitions, conversion measurement, attribution, and the reporting that makes all of it legible to leadership.
• The growth budget: You propose it, you own it, and you defend the allocation against results.

📌 Required Qualifications

• You have carried a revenue or pipeline number at a technical infrastructure company and hit it. Come ready to tell us the number, where it started, and over what period. SaaS, PaaS, cloud infrastructure, developer platforms, and blockchain infrastructure all count.
• You have closed deals with long cycles and technical evaluation stages. Multi-month sales cycles involving engineering, security, and legal stakeholders, not transactional self-serve conversion.
• You understand how to structure complex commercials within a set of boundaries to achieve value on both sides of a deal.
• You can hold the technical conversation without a solutions engineer in the room. You don't need to write production code. You do need to explain to a prospect's engineering lead why running a sovereign L1 differs from deploying on a shared chain, and what that means for their cost, control, and throughput.
• You have built a funnel that didn't exist yet. You defined the stages, instrumented the conversion, found where it leaked, and fixed it. You have reported those numbers to a CEO, a board, or both.
• You have operated with a small team or as the first commercial hire. This role has leverage and very little scaffolding.
• You have run structured experiments and killed the ones that failed. We want the discipline, not the vocabulary. Tell us about a channel or campaign you shut down and what the data said.

⭐ Desirable Experience

• Prior go-to-market experience in crypto or web3, particularly infrastructure sold to enterprises
• Enterprise fintech, payments, or tokenization exposure
• Developer-platform or product-led growth experience for the self-serve side of the funnel
• Comfort with the working toolset: analytics and BI, CRM hygiene at a level you'd defend in a forecast review, marketing automation

🎁 Benefits

Compensation: $194,220 to $242,775, plus tokens and equity package

🛂 Visa & Eligibility

US, Remote (NYC/East Coast preferred)