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RockawayX is hiring a Business Development Lead to scale their B2B2C vault business, focusing on DeFi yield vaults. This remote role involves managing the commercial pipeline and driving high-impact deals.
RockawayX builds and manages non-custodial DeFi yield vaults on dominant lending platforms such as Morpho (Ethereum) and Kamino (Solana). We enable exchanges, wallets, and fintech platforms to offer DeFi-powered "earn" products to their users without building an in-house DeFi team. We handle all aspects of vault design, collateral selection, risk management, asset rebalancing, monitoring, and reporting. Our background in institutional credit underwriting is among the strongest in the space. Our market-neutral strategy has delivered consistent yields across market cycles with zero defaults over 4+ years, while serving as a major liquidity provider across DeFi lending venues. We bring this institutional rigor to curating bespoke vault architectures for each partner, backed by 35+ technical researchers and engineers.
- 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
- 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
- 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
- Join at the ground floor of a high-growth business line within an established crypto institution
- Each deal can meaningfully move AUM and revenue, with individual partnerships capable of bringing $100M+ in AUM
- Work at the intersection of institutional finance and DeFi, shaping how traditional platforms access on-chain yield
- Backed by 35+ researchers and engineers, a 4+ year track record with zero defaults, and deep Morpho/DeFi relationships
- Flexible, remote-first culture with a lean, senior team that values ownership and results