锦鲤求职岗位描述
About the Role
We are hiring a BD Director to own institutional business development for our staking and node services. The sales channels are already in place; your job is to convert them into real institutional clients and revenue, and to lead the BD team across the full cycle — from pipeline to signing to retained assets.
Business Context
We provide enterprise-grade staking and node operations to institutional clients: exchanges, blockchain foundations, funds and asset managers, and corporate treasuries holding digital assets. The business spans major proof-of-stake networks and is built on reliable node operations, verifiable yield performance, and compliant delivery within regulated frameworks.
What You'll Do
Own institutional coverage and revenue
Originate and manage institutional clients directly, carrying targets for staked assets under management and revenue
Lead commercial negotiation, solution design, and contract closing on key accounts
Take ownership of the team's commercial results, not just its activity
Build and lead the BD team
Manage and grow the BD team; set target breakdown, pipeline discipline, process tracking, and business review cadence
Develop the team's ability to open and hold institutional relationships, rather than relying on inbound
Convert channels and build the ecosystem
Turn existing sales channels and partnerships into a sustainable, repeatable pipeline
Build long-term relationships with blockchain foundations, custodians, trading platforms, and ecosystem partners
Work closely with Product, Technology, Legal, and Compliance to take deals from opportunity to live delivery
What We're Looking For
8+ years in institutional business development, institutional sales, or strategic partnerships, including at least 3 years leading a team
Direct experience in institutional staking, node infrastructure, digital asset custody, or institutional trading services
Solid command of proof-of-stake economics and risk: node operations, yield composition, slashing, unbonding periods, and custodial vs non-custodial models
A verifiable network across exchanges, blockchain foundations, funds and asset managers, or corporate treasuries
A proven record of converting channels and relationships into signed business and retained assets — with numbers you can stand behind
Strong execution and compliance awareness in a regulated environment
Professional fluency in English
Nice to Have
Experience serving major validators or leading blockchain foundations
Cross-regional institutional coverage across Hong Kong, Singapore, Japan, or the Middle East
Experience building an institutional BD function from scratch rather than inheriting one