Porto is Anchorage Digital’s institutional self-custody solution, and this role is critical in accelerating client acquisition and unlocking new revenue streams. This role is highly cross-functional and hands-on, working closely with Sales, Product, Marketing, and Finance teams to shape how Porto grows , from pricing and packaging to ecosystem partnerships and monetization programs.

Technical Skills:

• Support the development and iteration of Porto’s pricing models, packaging, and commercial strategy to ensure market competitiveness.
• Build and maintain dashboards and reports using Looker; pull, analyze, and interpret data to support monthly and quarterly business reviews and leadership decision-making.
• Conduct deep analysis of market dynamics, competitive positioning, and client feedback to directly inform the product roadmap and GTM decisions.
• Identify gaps in data visibility and propose/implement solutions to improve reporting and insight generation, demonstrating comfort in self-serving data for routine analysis.

Complexity and Impact of Work:

• Help shape Porto’s client acquisition and growth strategy across asset managers, protocols, funds, and DeFi-native institutions.
• Grow and operationalize Porto’s Featured dApp program, including partner sourcing, pricing, deal structures, and performance tracking.
• Build business cases for new products, features, and expansion initiatives that identify and develop new revenue streams tied to DeFi usage and asset productivity.
• Partner with Sales to support high-stakes deals, bespoke pricing, and the resolution of complex institutional client needs.

Organizational Knowledge:

• Maintain an entrepreneurial attitude and deep intellectual curiosity regarding institutional self-custody, wallets, and DeFi market structure.
• Leverage your network across DeFi protocols, infrastructure providers, and asset managers to drive pipeline and strategic partnerships.
• Act as a brand ambassador for Porto, sourcing and managing strategic relationships with dApps, protocols, and ecosystem partners.

Communication and Influence:

• Partner cross-functionally with Sales, Product, Marketing, and Finance to ensure the GTM strategy is aligned with revenue targets and KPIs.
• Develop internal enablement materials, including positioning, competitive intelligence, and pricing frameworks, to empower the sales team.
• Support co-marketing, referrals, and ecosystem-led growth initiatives through clear communication and collaboration with external partners.

You may be a fit for this role if you have:

• 5–10+ years of experience in strategy, growth, business development, or GTM roles within crypto, fintech, or financial services.
• Direct experience with self-custody, wallets, or institutional crypto infrastructure.
• A deep understanding of the DeFi ecosystem, including protocols, yield mechanics, market structure, and risk considerations.
• Proven experience building or influencing pricing models and monetization strategies.
• The ability to operate at both a strategic and executional level, with comfort pulling your own data and performing ad-hoc analysis.
• Strong executive presence and the ability to articulate Porto’s unique value proposition to institutional clients and ecosystem partners.

Although not a requirement, bonus points if:

• You have prior experience at an institutional crypto platform, exchange, prime broker, or custody provider.
• You have experience launching or scaling ecosystem programs (e.g. dApp marketplaces, partner programs, or referral models).
• You are familiar with DAO governance, on-chain analytics, or protocol economics.
• You have experience with BI tools (Looker, Mode, Tableau) or basic SQL/Python for analysis or automation.
• You were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system. :)

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This role is focused on client acquisition—establishing initial contact, building the pipeline, qualifying leads, and closing new project contracts with publishers, developers, and IP owners who are not currently utilizing Keywords Art services.

The candidate must possess fluent Japanese and a high degree of English proficiency, coupled with a deep understanding of the Japanese games industry and Japanese business etiquette.

You will be expected to credibly discuss art production services and collaborate with internal stakeholders to define and present tailored solutions.

This role is crucial for executing Keywords Art Studios’ growth strategy in one of the world’s most strategically vital markets.

Roles and Responsibilities:

• Proactively identify and prospect potential new clients within the Japanese games and entertainment industry that require outsourced art services (Concept Art, 3D Modeling, Animation, UI/UX).

• Generate a steady pipeline of qualified leads through building relationships and strategic outreach (cold calling, email campaigns, networking, industry events, social media) and market research.

• Conduct initial meetings and presentations with potential clients to introduce Keywords Art Studios' capabilities and portfolio, acting as the primary representative.

• Skillfully investigate and question potential clients to uncover their specific and latent art production needs, development roadmaps, and budgetary constraints.

• Collaborate closely with global Art Production teams (PMs, Art Directors, Leads) in India, China, US, and other locations to craft compelling proposals, Statements of Work (SOWs), and cost estimates for new projects.

• Lead negotiations to secure new contracts, focusing on achieving optimal terms that satisfy both the client's requirements and Keywords Studios' commercial objectives.

• Work with Japanese leadership and executives at Keywords Art Studios to create and execute proactive strategies for new client acquisition, actively supporting the overall growth targets.

• Build the Keywords brand by actively participating in marketing and brand building channels/exercises, particularly those focused on new client outreach (e.g., attending TGS, networking events).

• Seamlessly transition newly secured clients and initial projects to the dedicated Account Management/Production teams, ensuring a smooth and positive onboarding experience.

• Maintain accurate and up-to-date records of all prospecting activities, new opportunities, sales stages, and forecasts using the company's CRM system (e.g., Salesforce).

• Stay current with industry trends, competitor activities, and new game/IP announcements in Japan to identify strategic acquisition targets.

■業務内容

• 日本のゲーム・エンターテインメント業界において、アウトソースアートサービス（コンセプトアート、3Dモデリング、アニメーション、UI/UXなど）を必要とする新規顧客候補を積極的に発掘・開拓する

• 関係構築と戦略的なアウトリーチ（コールドコール、メールキャンペーン、ネットワーキング、業界イベント、ソーシャルメディア）およびマーケットリサーチを通じて、精査された見込み顧客の安定したパイプラインを構築する

• 見込み顧客との初回ミーティングやプレゼンテーションを実施し、Keywordsのアートスタジオの能力とポートフォリオを紹介する主要な代表として活動する

• 見込み顧客の具体的および潜在的なアート制作ニーズ、開発ロードマップ、予算制約を発掘するために、巧みな調査と質問を行う

• インド、中国、米国などに拠点を置くグローバルのアート制作チーム（PM、アートディレクター、リード）と緊密に連携し、新規プロジェクトに対する説得力のある提案書、作業範囲記述書(SOW)、コスト見積もりを作成する

• 新規契約を獲得するために交渉をリードし、クライアントの要件とKeywords Studiosの商業目標の両方を満たす最適な条件の実現に注力する

• 日本のリーダーシップチームやKeywordsのアートスタジオの幹部と協力し、新規顧客獲得のための積極的な戦略を策定・実行し、全体的な成長目標を積極的にサポートする

• マーケティングやブランド構築の活動に積極的に参加し、特に新規顧客アウトリーチに重点を置いた活動（例:東京ゲームショウへの参加、ネットワーキングイベント）を通じてKeywordsブランドを構築する

• 新規獲得した顧客と初期プロジェクトを、専任のアカウントマネジメント/制作チームにシームレスに引き継ぎ、スムーズで好意的なオンボーディング体験を保証する

• 会社のCRMシステム(Salesforceなど)を使用して、すべての見込み顧客開拓活動、新規商談、営業ステージ、予測について正確かつ最新の記録を維持する

• 業界トレンド、競合他社の動向、日本における新しいゲーム/IPの発表について常に最新情報を把握し、戦略的な獲得ターゲットを特定する

■当社が提供するもの

• ゲームアートサービスにおいて世界的に高い評価を受けるグローバルリーダーを代表する機会

• 成果に基づくインセンティブを含む競争力のある報酬パッケージ

• 日本で最大手かつ最もエキサイティングなゲーム開発企業と協働する機会

• 協力的で成長志向のグローバルな企業文化

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