Business Development Lead
8.0/10
RockawayX
Not specified
Remote
lead
about 2 months ago
cryptodefifintechweb3
AI Summary
The vacancy is well-detailed with clear responsibilities and requirements, but lacks specific salary information.
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Description
What you'll do
- •Build and maintain a qualified pipeline across crypto exchanges, consumer wallets, fintechs, neobanks, payment infrastructure providers, and card issuers
- •Identify and engage decision makers (CEO, Head of Product, CIO, CRO) at target platforms
- •Develop account strategies for both crypto-native exchanges with existing yield offerings and traditional fintech platforms entering the space
- •Track competitive positioning: assess whether targets rely on in-house solutions, competing curators, or have no current yield product
- •Own the full sales cycle: outreach, qualification, proposal delivery, intro calls, negotiation, and close
- •Prepare and deliver tailored short proposals ahead of initial calls, then refine based on partner requirements
- •Navigate 8 to 12 week B2B sales cycles including compliance and integration reviews
- •Manage objection handling and develop strategies to accelerate decision making and create urgency
- •Identify the internal buyer profile by platform type (product, commercial, or treasury team)
- •Track which value propositions resonate by segment: yield generation, treasury optimization, user retention, or diversification of curator dependency
- •Map partner appetite for conservative versus higher yield products and single vault versus tiered structures
- •Provide structured feedback on sales cycle bottlenecks, common objections, and materials needed to accelerate close
- •Contribute insights for brand, marketing, and messaging refinement based on field experience
Conditions
- •Competitive base salary commensurate with experience
- •Meaningful success fee tied to AUM onboarded and revenue generated from closed partnerships
- •Opportunity to participate in the long-term growth of the vault business
- •Join at the ground floor of a high-growth business line within an established crypto institution
- •Each deal can meaningfully move AUM and revenue, with individual partnerships capable of bringing $100M+ in AUM
- •Work at the intersection of institutional finance and DeFi, shaping how traditional platforms access on-chain yield
- •Backed by 35+ researchers and engineers, a 4+ year track record with zero defaults, and deep Morpho/DeFi relationships
- •Flexible, remote-first culture with a lean, senior team that values ownership and results
Requirements
- •3+ years of B2B sales or business development experience in crypto, DeFi, or fintech
- •Demonstrated ability to navigate long sales cycles (8 to 12+ weeks) with enterprise buyers
- •Existing network across crypto exchanges, wallets, or fintech platforms is strongly preferred
- •Experience selling technical or financial infrastructure products to product, commercial, or C-suite stakeholders
- •Familiarity with DeFi lending protocols (Morpho, Aave, Kamino) and on-chain yield strategies
- •Strong consultative selling skills: ability to understand partner needs, map internal decision making, and tailor proposals accordingly
- •Analytical mindset: comfortable working with AUM targets, yield metrics, and competitive analysis
- •Excellent written and verbal communication for proposal preparation, pitch delivery, and stakeholder management
- •Self-starter mentality: ability to build processes, track pipelines, and operate independently in a lean team
- •Comfort with ambiguity and willingness to iterate on messaging, materials, and approach based on market feedback
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