Business Development Lead
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Key skills for this role
About the Role
Responsible for pipeline development, sales execution, and market intelligence in B2B partnerships within crypto and fintech, requiring consultative selling and analytical skills.
Key Skills for This Role
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Overview
We are scaling our B2B2C vault business and looking for a Business Development Lead to own the commercial pipeline end to end.
This is a foundational hire: you will be responsible for mapping our target market, building and qualifying a partnership pipeline, and driving deals from first outreach through to signed agreements.
A single partnership can bring $100M+ in AUM, making this role high-impact from day one.
Our model follows the "DeFi Mullet" thesis: fintech UX on the front end, institutional DeFi generating yield on the back end.
Partners integrate our vaults and embed them in their own branded experience.
Users deposit crypto assets into a simple "earn" product and receive steady returns powered by on-chain lending.
Pipeline Development & Market Mapping
- 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
Sales Execution
- 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
Market Intelligence & Feedback Loop
- 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
Value Proposition You Will Deliver
You will articulate and adapt the following core messages to each partner segment:
Credibility
RockawayX are leaders in underwriting crypto risk with a proven, auditable track record
Cost Efficiency
Competitive, consistent yield without the cost of building an in-house DeFi team, saving partners 6 to 12 months and approximately $1M per year
Reduced Risk
Non-custodial, smart-contract based architecture eliminates custodial and counterparty exposure
Alignment
Performance fee only model with no management fee, making the product free of flat charges.
Setup fees can be waived for early partners
Customization
Bespoke vault design aligned to each partner s regulatory profile, user base, and chain strategy
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