Business Development Manager

Skills

About the Role

You will build and own the Singapore pipeline, identifying and prioritising the accounts that matter across exchanges, financial institutions, VASPs, protocols, and infrastructure providers. You will run opportunities end to end, from discovery and scoping with technical teams to proposal, negotiation, and close. You will position a portfolio of audits, formal verification, penetration testing, on-chain surveillance, and AML/compliance tooling, mapping solutions to each client's risk and regulatory pressures. You will own relationships post-sale, driving renewals and expansion as the primary commercial point of contact. You will develop channel and referral partnerships, track the competitive landscape, coordinate with policy, product, engineering, and marketing, and maintain accurate pipeline data and forecasts against quarterly targets.

Requirements

• Bachelor's degree in business, finance, economics, computer science, or a related field
• Minimum of 4 years of B2B business development, enterprise sales, or account management experience with a record of meeting or exceeding revenue targets
• Solid working knowledge of smart contract security, on-chain analytics, AML/CFT, or virtual asset compliance concepts
• Understanding of the digital asset and blockchain landscape and the security and compliance problems institutions face
• Established network in the Singapore or wider Southeast Asian digital asset, fintech, or financial services ecosystem
• Excellent written and verbal English with the ability to present to senior and technical audiences; proficiency in another Asian language is a plus
• Strong commercial instincts
• Highly organized, self-directed, and able to run multiple opportunities with limited supervision in a fast-paced environment
• Existing right to work in Singapore, or eligibility to obtain one
• Prior experience at a Web3 security, blockchain analytics, RegTech, or cybersecurity vendor is a plus

Responsibilities

• Build and own the Singapore pipeline through outbound, inbound qualification, referrals, ecosystem relationships, and event presence
• Run opportunities end to end: discovery, scoping with technical teams, proposal and commercial structuring, negotiation, and close
• Position the portfolio of audits, formal verification, penetration testing, on-chain surveillance, and AML/compliance tooling against client risk, regulatory, and commercial pressures
• Own relationships post-sale, drive renewals and expansion, and act as the client's primary commercial point of contact
• Develop channel and referral relationships with law firms, consultancies, custodians, infrastructure providers, and industry associations
• Track the competitive and pricing landscape and feed market intelligence back into pricing, product, and go-to-market decisions
• Coordinate with policy, product, engineering, and marketing on proposals, materials, and campaigns, and with regional leadership on territory strategy and forecasting
• Maintain accurate pipeline data, forecasts, and activity records and report against quarterly targets