Business Development Lead

About RockawayX

The Opportunity

**Requirements** **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

Crypto-native Exchanges

Consumer Wallets

Payment Infra Providers

Card Issuers & Fintech Cards

Neobanks & Digital Banks

Wealth Management

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

Required Experience

• 3+ years of B2B sales or business development experience in crypto, DeFi, or fintech
• Demonstrated ability to navigate long sales cycles (8 to 12+ weeks) with enterprise buyers
• Existing network across crypto exchanges, wallets, or fintech platforms is strongly preferred
• Experience selling technical or financial infrastructure products to product, commercial, or C-suite stakeholders
• Familiarity with DeFi lending protocols (Morpho, Aave, Kamino) and on-chain yield strategies

Skills & Qualities

• Strong consultative selling skills: ability to understand partner needs, map internal decision making, and tailor proposals accordingly
• Analytical mindset: comfortable working with AUM targets, yield metrics, and competitive analysis
• Excellent written and verbal communication for proposal preparation, pitch delivery, and stakeholder management
• Self-starter mentality: ability to build processes, track pipelines, and operate independently in a lean team
• Comfort with ambiguity and willingness to iterate on messaging, materials, and approach based on market feedback

Benefits

• We offer a competitive compensation package designed to reward performance and align incentives with the growth of our vault business:
• **Base Salary:** Competitive base salary commensurate with experience
• **Performance Bonus:** Meaningful success fee tied to AUM onboarded and revenue generated from closed partnerships
• **Upside:** Opportunity to participate in the long-term growth of the vault business

Why Join RockawayX

• **Foundational Role:** Join at the ground floor of a high-growth business line within an established crypto institution
• **High Impact:** Each deal can meaningfully move AUM and revenue, with individual partnerships capable of bringing $100M+
• **Cutting Edge:** Work at the intersection of institutional finance and DeFi, shaping how traditional platforms access on-chain yield
• **Strong Foundation:** Backed by 35+ researchers and engineers, a 4+ year track record with zero defaults, and deep Morpho/DeFi relationships
• **Culture:** Flexible, remote-first culture with a lean, senior team that values ownership and results