Business Development Lead

Skills

About the Role

You will own the sales pipeline end-to-end, sourcing outbound leads, running proposals, closing deals, and coordinating campaign kickoffs. You will build relationships across L1s/L2s, DeFi protocols, wallets, NFT projects, and other onchain applications. You will design incentive campaigns to meet client goals, develop repeatable sales motions, partner with product and marketing to relay client needs, manage renewals and expansions, and represent the company at conferences and in ecosystem channels.

Requirements

• Experience selling to or partnering with crypto protocols
• Understanding of onchain incentive mechanics including quest platforms, points programs, liquidity mining, airdrops, and grant programs
• Self-starter able to build a pipeline from scratch without BDR support
• Comfortable demoing product and tailoring proposals to client needs
• Organized to manage 20+ conversations at different stages without dropping threads
• Experience working at a crypto startup
• Established professional network in crypto
• Experience at an L1 or L2 ecosystem team or DeFi protocol BD function (nice to have)
• Familiarity with onchain data and metrics tools such as Dune and Flipside and with block explorers (nice to have)
• Prior experience with incentive/quest platforms such as Boost, RabbitHole, Galxe, or Layer3 (nice to have)
• Governance participation or grant program experience (nice to have)

Responsibilities

• Own the sales pipeline end-to-end from sourcing and outbound to proposal, close, and campaign kickoff
• Build relationships across L1s, L2s, DeFi protocols, wallets, NFT projects, and onchain applications
• Structure incentive campaigns that align with client goals such as user acquisition, TVL growth, feature adoption, and governance participation
• Develop repeatable sales motions and playbooks based on conversion patterns and messaging
• Partner with product and marketing to surface client needs and coordinate ecosystem launches and co-marketing
• Manage ongoing client relationships including renewals, expansions, and campaign performance reviews
• Represent the company in the ecosystem at conferences, social channels, and governance forums