Business Development, US

Remote; San Francisco (CA); Remote; USD 130,000 - 150,000; Full time

Benefits offered by this job

Remote first (US & CAN)

Company retreats

Health insurance

WFH stipend

Internet & data allowance

Unlimited vacation

Parental leave

Fertility benefits

Equity / incentive

Job summary

Gauntlet seeks a senior Partnerships/BD leader to originate and close Earn partnerships driving deposits into our vault products (Aera and curated vaults). You will own discovery, qualification, structuring, negotiation, and post-close activation with fintechs, exchanges, wallets, and DeFi protocols.

You’ll ramp via existing pipeline and self-sourced opportunities, with a path to team lead as the Growth team scales, all while working remotely from the US or Canada and traveling as needed.

Qualifications

• 5+ years in partnerships, BD, or sales at a fintech company or financial institution with end-to-end ownership of complex deals.
• Track record of structuring and negotiating partnership economics, not just sourcing introductions.
• Comfort with outbound self-sourcing and first-mover opportunities.
• Working knowledge of crypto/DeFi, able to explain onchain yield to non-crypto audiences.
• Ability to work autonomously and adapt quickly.
• Willingness to travel to conferences and events as needed.

Responsibilities

• Own the full deal cycle for high-value Earn opportunities: discovery, qualification, structuring, negotiation, close, and post-close activation.
• Run rigorous discovery and qualification before proposals; structure terms that command favorable economics and walk away from unfavorable deals.
• Originate greenfield partnerships and be first mover in target segments.
• Own outcomes past signature; drive activation so partners become live programs.
• Work cross-functionally with Product, Engineering, Data Science, and Finance to position Gauntlet within target verticals.
• Keep the pipeline honest: stage hygiene, forecasting, and CRM accuracy.
• Represent Gauntlet at industry conferences and events, traveling as needed.

Skills

Partnerships experience

Negotiation

Outbound sourcing

Crypto/DeFi knowledge

Autonomous work

Travel willingness

Job description

Gauntlet-curated vaults power earn products for some of the largest fintechs, exchanges, and wallets in crypto. This role owns growing that book. You will originate and close high-value Earn partnerships that route deposits into Gauntlet's vault products (Aera and Gauntlet-curated Morpho and Kamino vaults), working with Tier-1 and Tier-2 fintechs, exchanges, wallets, and DeFi protocols. You'll ramp on a mix of existing pipeline and self-sourced opportunities, with a mandate to originate greenfield partnerships where Gauntlet can be first to market. This is a senior individual contributor role with a path to team lead as the Growth team scales.

About Gauntlet

Gauntlet builds the financial systems of the future. While much of on-chain finance is focused on point solutions, we operate across the entire stack to offer best-in-class vault products. Today, we serve over $1.5B in client TVL across some of the largest fintechs/neobanks, protocols, exchanges, and capital allocators in crypto, and, increasingly, traditional asset management. Our team brings together traditional finance and crypto-native expertise to deliver durable, sophisticated products for institutional clients moving on-chain.

What you'll do;

• Own the full deal cycle for high-value Earn opportunities: discovery, qualification, structuring, negotiation, close, and post-close activation.

• Run rigorous discovery and qualification before anything gets proposed. Structure and negotiate terms that command favorable economics, and walk away from deals that don't.

• Originate greenfield partnerships in segments and markets where Gauntlet can be the first mover.

• Own outcomes past the signature. Drive activation so signed partners become live programs.

• Work cross-functionally with Product, Engineering, Data Science, and Finance to position and validate Gauntlet within target verticals.

• Keep the pipeline honest: stage hygiene, forecasting, and accurate CRM.

• Represent Gauntlet at industry conferences and events, traveling as needed.

What success looks like;

First 30 days. Ramp on Gauntlet's vault products and existing Earn partnerships. Meet internal stakeholders across Product, Engineering, Data Science, and Finance. Take over an initial book of existing opportunities and leads, and form a clear view of what advances, what needs re-qualification, and what gets cut.

First 3-6 months. Running your own pipeline end-to-end. First partnerships are structured and in negotiation, or closed. Early greenfield opportunities are being sourced and in discovery.

In 1 year. Operating a full book at quota with multiple signed and funded partnerships. Recognized internally and externally as Gauntlet's voice with fintech and exchange partners. Contributing repeatable playbooks that compress future deal cycles.

What you bring;

• 5+ years of work experience, including 3+ years in partnerships, BD, or sales at a fintech company or financial institution, with demonstrated end-to-end ownership of complex, multi-stakeholder deals.

• A track record of structuring and negotiating partnership economics, not just sourcing introductions.

• Comfort self-sourcing via outbound and converting first-mover opportunities.

• Working knowledge of crypto/DeFi, with the ability to explain onchain yield to non-crypto-native audiences.

• Ability to work autonomously and nimbly.

• Willingness to travel to conferences and industry events as needed.

Bonus points

• A strong network of fintechs, exchanges, wallets, or institutions that are likely to integrate onchain yield.

• An active DeFi user who can describe what they use and why.

• Languages relevant to emerging fintech markets (Spanish, Portuguese, or similar).

Benefits & Perks;

• Remote first - work from anywhere in the US & CAN!

• Regular in-person company retreats and cross-country "office visit" perk

• 100% paid medical, dental, and vision premiums for employees

• $1,000 WFH stipend

• Monthly reimbursement for home internet, phone, and cellular data

• Unlimited vacation

• 100% paid parental leave of 12 weeks

• Fertility benefits

• Opportunity for incentive compensation

Please note that at this time our hiring is reserved for potential employees who are able to work within the contiguous United States and Canada. Should you need alternative accommodations, please note that in your application.

The national pay range for this role is [$130,000 - $150,000] base plus additional On Target Earnings potential by level and equity in the company. Our salary ranges are based on paying competitively for a company of our size and industry, and are one part of many compensation, benefits, and other reward opportunities we provide. Individual pay rate decisions are based on a number of factors, including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company.

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