Institutional Business Development Lead

BNB Chain; New York (NY); Ibrido; USD 160.000 - 230.000; Tempo pieno

Descrizione del lavoro

BNB Chain is seeking an Institutional BD Lead to own the regional strategy for North America and Europe, with North America as the primary focus. You will source, onboard, and grow institutional assets, coordinating with DeFi, product, and marketing teams to drive adoption and integrations.

You will manage the partner relationships end-to-end, negotiate commercial terms, and travel as needed to meet institutions.

Competenze

• Experience closing and launching partnerships with asset managers, issuers, tokenization platforms or custodians.
• Established North American institutional network; European relationships are a plus.
• Navigate institutional buying processes including risk, custody, compliance and operational reviews.
• Experience negotiating commercial agreements and explaining partnership economics.
• Working knowledge of tokenized assets and DeFi, including how assets can be traded or used as collateral.
• Hands-on contributor who can coordinate specialists and travel to meet partners.

Mansioni

• Own institutional account and commercial plan across North America and Europe, with North America as focus.
• Source and qualify pipeline through direct outreach, relationships, and coordination with marketing.
• Lead asset onboarding, coordinate tokenization partners, and set access/transfer conditions.
• Build distribution/adoption plans across exchanges, earn products and lending protocols.
• Coordinate partner marketing and educational content to support adoption.
• Maintain ongoing relationship and look for additional assets/integrations post-launch.
• Maintain clear deal stages, next steps, and forecasts; translate requirements to product/solutions.

Descrizione del lavoro

Institutional BD Lead

North America and Europe

BNB Chain | Full-time | Remote, New York preferred

Reports to: Chief Business Officer

BNB Chain is hiring a senior individual contributor to own institutional business development across North America and Europe, with North America as the primary focus. You will bring institutional assets onto BNB Chain and help them reach users through relevant distribution channels, owning your accounts from sourcing through launch and ongoing growth.

What you will own

• Sourcing and qualification. Build and convert the regional pipeline through direct outreach, relationships, education and work with marketing. Identify each institution's use case, decision-makers, commercial opportunity and requirements for moving forward.
• Asset onboarding. Lead the commercial process to bring assets onto BNB Chain. Agree partner commitments and terms, and coordinate tokenization partners, product and solutions teams through implementation. Establish each asset's access and transfer conditions before pursuing distribution.
• Distribution and adoption. Build a usage plan for each asset across relevant exchanges, trading venues, earn products and lending protocols. Own the issuer's participation and commitments, working with the DeFi lead and other relationship owners to secure suitable integrations.
• Partner marketing. Work with marketing and the institution to explain the asset's value, develop educational content and coordinate launch campaigns that support adoption.
• Account growth. Remain the institution's primary commercial contact after launch. Track usage, resolve blockers and identify opportunities for additional assets, integrations and capital deployment.
• Pipeline discipline and market feedback. Maintain clear deal stages, next steps and forecasts. Turn customer requirements into specific requests for product and solutions, and escalated dependencies early.

How you will work

You own the institutional account and its commercial plan, working alongside our APAC institutional lead under a shared strategy. Our DeFi lead owns DeFi protocol relationships; product and solutions own technical scoping and implementation support; marketing owns campaign execution. You coordinate these contributors through launch and adoption.

What you bring

• 7+ years in institutional business development, financial services or digital assets, with experience closing and launching partnerships with asset managers, issuers, tokenization platforms or custodians.
• An established North American institutional network; European relationships are a plus.
• Ability to navigate institutional buying processes, including risk, custody, compliance and operational reviews.
• Experience negotiating commercial agreements and explaining the economics of a partnership.
• Working knowledge of tokenized assets and DeFi, including how assets can be traded, invested or used as collateral.
• Comfort working as a hands-on individual contributor, coordinating specialists and travelling to meet partners.

How success is measured

• Qualified opportunities converted into live assets and active integrations.
• Sustained usage appropriate to each asset, such as trading volume, invested balances or collateral supplied.
• Partner retention, account expansion and commercial value delivered where applicable.