Business Development Lead

RockawayX

Job Overview

Location

Remote

Employment Type

Contract

Work Arrangement

Remote

Sector

Information Technology & Software

Experience Level

Senior (5-8 years)

Application Deadline

May 2, 2026

About the Company

RockawayX is a leading firm at the forefront of the digital asset space, specializing in the creation and management of non-custodial DeFi yield vaults. These vaults are built on prominent lending platforms, including Morpho on Ethereum and Kamino on Solana.

The company empowers exchanges, wallets, and fintech platforms to offer sophisticated DeFi-powered "earn" products to their users. RockawayX handles all critical aspects of vault operation, from design and collateral selection to risk management, asset rebalancing, continuous monitoring, and comprehensive reporting.

With a strong foundation in institutional credit underwriting, RockawayX has consistently delivered secure and reliable yields across various market conditions, boasting a four-year track record with zero defaults. They serve as a significant liquidity provider across numerous DeFi lending venues, bringing institutional rigor to the curation of bespoke vault architectures for their partners. This expertise is supported by a dedicated team of over 35 technical researchers and engineers.

Job Description

RockawayX is seeking a highly motivated Business Development Lead to spearhead commercial growth within the rapidly evolving DeFi sector.

In this pivotal role, you will be responsible for the complete ownership of the partnership pipeline, from initial market mapping and lead generation to deal closure. This is a foundational position where your success will directly translate into significant business impact, with individual partnerships capable of bringing over $100 million in Assets Under Management (AUM).

You will engage with a diverse range of potential partners, including crypto exchanges, consumer wallets, fintech companies, neobanks, and payment infrastructure providers. Your expertise will be crucial in articulating RockawayX's value proposition, which centers on providing cost-efficient, secure, and customizable DeFi yield solutions without the need for partners to build in-house DeFi teams.

This role offers a unique opportunity to work at the intersection of institutional finance and decentralized technology, shaping the future of how traditional platforms access on-chain yield. You will collaborate with a lean, senior team in a flexible, remote-first environment, contributing to a high-growth business line within an established crypto institution.

To apply for this role, click the Apply button on this page and follow the instructions.

Required Skills

B2B SalesBusiness DevelopmentCryptoDeFiFintechSales Cycle ManagementEnterprise SalesConsultative SellingFinancial AnalysisProposal WritingStakeholder ManagementPipeline Management

Key Responsibilities

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
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
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

Qualifications

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
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 & Perks

Competitive base salary commensurate with experience
Meaningful success fee tied to AUM onboarded and revenue generated from closed partnerships
Opportunity to participate in the long-term growth of the vault business
Foundational role in a high-growth business line within an established crypto institution
High impact: individual partnerships capable of bringing $100M+
Work at the intersection of institutional finance and DeFi
Backed by 35+ researchers and engineers, a 4+ year track record with zero defaults
Flexible, remote-first culture with a lean, senior team that values ownership and results

How to Apply

To apply for this role, click the Apply button on this page and follow the instructions.

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The digital asset industry is experiencing rapid expansion, with DeFi yield vaults emerging as a critical growth area. This role demands expertise in smart contract protocols, on-chain yield strategies, and institutional credit underwriting. You will drive significant business growth by securing strategic partnerships, impacting the company's ROI through substantial AUM acquisition and revenue generation. Your leadership will be instrumental in scaling our B2B2C vault offerings, positioning RockawayX as a leader in decentralized finance.