We need a seasoned BD who knows how to build lasting relationships — not someone who drops LinkedIn messages and calls it “pipeline.” You’ll source and qualify high-value opportunities with protocols, DAOs, ecosystem foundations, and institutions, mostly through conferences, targeted outreach, and trusted networks. Your job is to turn conversations into decision-ready opportunities and then hand them over to sales and tech teams for execution.
Mission (what success looks like)
Convert top-tier protocol and institutional relationships into qualified opportunities that lead to purchase, pilot, or strategic partnership. Keep a steady flow of prospects, feed product and market signals to the team, ensure a clean and actionable handoff so Sales and R&D can move fast.
Responsibilities: * Lead generation. Work under the guidance of the Head of Growth to identify what to sell, who to sell to, and how to approach them. You’ll own the outreach and qualification process, nurturing prospects until they’re ready to be handed off to the sales team. You won’t be responsible for closing deals. * Conference-first sourcing. Build a conference plan, run pre-event outreach, deploy for in-person meetings, and convert contacts into multi-stage pipeline entries. * Build real relationships. Contact with multiple stakeholders inside target organizations; Map decision-makers and influencers, and build strong long-term relationships. * Opportunity discovery. Qualify leads against business criteria (budget, timeline, decision-making process, technical fit). Keep CRM records precise and up to date. * Translate our value into strategy. Work with Marketing and Sales to create tailored one-pagers, briefs, and demos that show strategic value for clients. * Cross-functional handoff & processing. You will pass qualified leads to Sales and tech teams for scoping and execution. Own the expectation-setting, and provide the materials (notes, timelines, key contacts, decision criteria, and next steps) so Sales and R&D can process and act without redoing your work. * Market intelligence. Run Twitter presence and track public signals—product launches, governance moves, fundraising, hires—and use them to time outreach and messaging.
Typical sales cycle & approach: * Expect a long sales cycle (~1—3 months from prospect to lead; ~ up to 6 months from lead to client). * Success is credibility-driven: repeated value-packed touchpoints across multiple parts of an organization. * Tactical mix: conferences (major), targeted research & outreach, content-driven touchpoints, and leveraging existing network for warm intros.
Requirements: * 1+ years in BD, partnerships, or enterprise sales within crypto / DeFi / blockchain. * Proven record of sourcing and nurturing long sales cycles with enterprise/protocol customers. * Comfortable operating in ambiguous product environments and able to define value for non-standard product bundles. * Strong network inside the Web3 ecosystem and experience turning conference meetings into a pipeline. * Excellent written and verbal communication — you can talk to both engineers and C-levels without sounding like a vibe-coded AI agent. * Willingness and ability to travel frequently for global conferences and on-site meetings.
Nice-to-have: * Existing relationships with tier-1 protocols and ecosystems (for example: Aave, Sky (MakerDAO), Optimism, Arbitrum). * Experience working with or in DAOs, or with on-chain governance processes. * Visas to the US and the UK. * Active Twitter(X) presence.
Compensation and Benefits: * 13 vacations per year. * Fully remote work, allowing for global collaboration and flexibility. * Opportunities for career growth and development within a rapidly expanding company. * Work alongside industry tops — a chance to level up your skills, grow your network, and make an impact in the space. * Travel and conference budget covered.
Hiring Process: * Initial Interview: Conducted by a hiring manager to assess general fit, covering basic qualifications, interest, and experience. * Technical Interview: A deep dive into the candidate’s technical expertise with the CEO.
