Business Development Manager, APAC

Ondo Finance, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Salary + token options

Remote-first team

Competitive compensation

Medical, vision, dental

Job summary

Ondo Finance is seeking a commercially minded Business Development Manager to drive growth across the APAC region. You will manage relationships with exchanges, wallets, custodians, and financial institutions, moving opportunities from engagement to expansion.

The ideal candidate has 5+ years of BD or partnerships experience, strong negotiation skills, and fluency in English (Mandarin preferred). This is a fully remote role with travel across APAC as needed.

Qualifications

• 5+ years of experience in business development, partnerships, or related fields.
• Strong commercial judgment with experience negotiating agreements.
• Excellent communication, organization, and follow-through.
• Ability to manage complex deals with multiple stakeholders.

Responsibilities

• Support Regional Head of Institutional and APAC Sales Director in executing BD strategy across APAC.
• Build and manage relationships with exchanges, wallets, custodians, and institutions.
• Progress opportunities from engagement through negotiation, contracting, launch, and expansion.
• Develop partnership structures and commercial terms delivering long-term value.
• Maintain momentum across the pipeline with follow-up and coordination.
• Coordinate with Legal, Product, Engineering, Marketing, and Operations to execute go-to-market initiatives.
• Prepare proposals and updates for stakeholders.
• Represent Ondo at meetings, conferences, and events across APAC.

Skills

Relationship management

Negotiation

Cross-functional collaboration

English fluency

Job description

About the company
Hi, we're Ondo Finance. Our mission is to provide institutional-grade, blockchain-enabled investment products and services. We have both a technology arm that develops decentralized finance technology, and an asset management arm that creates and manages tokenized funds. We are the global leader in tokenized treasuries, tokenized stocks and ETFs, and are building the future of institutional-grade financial services onchain.

Founded by folks from Goldman Sachs Digital Assets Team, we’re backed by some of the best investors in the world including Founders Fund, Coinbase Ventures, Pantera Capital, Tiger Global, and more. We are currently the leaders in the space in terms of AUM and are well capitalized to continue growing the firm. We're fully remote, with team members across the U.S.

About the role

We are looking for a commercially minded Business Development Manager to help drive Ondo’s growth across the APAC region.

Working closely with our Regional Head of Institutional and Senior Director, you will support relationships with exchanges, wallets, custodians, financial institutions, and other ecosystem partners. You will help move opportunities from initial engagement through commercial negotiation, contracting, launch, and ongoing expansion.

This is a highly execution-oriented role. While an existing network of relevant clients and partners would be valuable, success will depend equally on the ability to maintain momentum across a broad pipeline, follow up consistently, navigate complex commercial agreements, and coordinate effectively with internal and external stakeholders.

You will help develop creative partnership structures that align incentives and generate long-term value for both Ondo and its partners. This may include negotiating commercial terms, distribution arrangements, joint go-to-market initiatives, product integrations, and other strategic agreements.

The ideal candidate is crypto-savvy, commercially creative, highly organized, and comfortable operating across business development, partnerships, contracting, and deal execution. Experience across technology, fintech, consulting, digital assets, or financial services may be particularly relevant.

This role is focused on the APAC region. Fluency in English is required, and Mandarin Chinese or other language skills are strongly preferred.

Responsibilities

• Support the Regional Head of Institutional and APAC Sales Director in executing Ondo’s business development strategy across APAC
• Build and manage relationships with exchanges, wallets, custodians, financial institutions, and other ecosystem partners
• Progress opportunities from initial engagement through commercial negotiation, contracting, launch, and expansion
• Develop creative partnership structures and commercial terms that align incentives and deliver long-term value
• Maintain momentum across the pipeline through consistent follow-up, stakeholder coordination, and project management
• Partner with Legal, Product, Engineering, Marketing, and Operations to execute integrations and go-to-market initiatives
• Prepare proposals, commercial analyses, and updates for internal and external stakeholders
• Represent Ondo at relevant meetings, conferences, and industry events across APAC

Requirements

• 5+ years of experience in business development, partnerships, commercial strategy, consulting, fintech, technology, financial services, or crypto
• Strong commercial judgment, with experience negotiating agreements and structuring mutually beneficial partnerships
• Excellent relationship-management, communication, organization, and follow-through
• Demonstrated ability to independently manage complex deals involving multiple stakeholders
• Strong understanding of crypto, digital assets, blockchain infrastructure, or fintech
• Fluency in English and willingness to collaborate across time zones and travel within APAC when required

Preferred Qualifications

• An established network of exchanges, wallets, custodians, financial institutions, or other relevant APAC partners
• Fluency or professional proficiency in Mandarin Chinese
• Experience with tokenized assets, stablecoins, DeFi, trading infrastructure, or institutional digital asset products
• Experience structuring distribution, integration, revenue-sharing, or joint go-to-market agreements
• Familiarity with the commercial and regulatory differences between major APAC markets

What we offer

• Competitive compensation including but not limited to salary, future token rights, and/or equity (according to your preferences) — We are well-funded and believe that great talent deserves great compensation.
• Full benefits (medical, vision, and dental) and flexible vacation policy (PTO).
• Remote-first team across many countries — You will be an early team member helping shape our vision, culture, and design practices.
• A+ colleagues — Our team includes alumni from: Goldman Sachs, Blackrock, Two Sigma, Bridgewater, SpaceX, AWS, Meta, Google, McKinsey, Coinbase, Circle, Uniswap.
• Best-in-class investors — We are proud to be backed by leading crypto experts and VCs, including Pantera Capital, Founders Fund and Coinbase Ventures.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Ondo Finance’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.