Earn Institutional & Growth Lead
Responsibilities
Develop and enhance Binance Earn’s existing relationships with Banks, Institutions, Funds, Trading Firms, Market Makers, Family Office, Wealth Managers etc. to secure asset allocation & commitment into Binance Earn Products
Proactively source, qualify, and convert institutional prospects into committed TVL/AUM allocations through direct outreach, conferences, referrals, and strategic partnerships
Develop and maintain a robust pipeline of qualified institutional leads and convert these into active users through strategic outreach and partnerships.
Negotiate commercial terms and agreements with institutional clients and strategic partners.
Partner closely with the VIP team & Internal BD team to identify new business opportunities, align strategies, maximize client outreach and expand client base.
Work with the VIP team & Internal BD team to manage relationships with institutional clients, including family offices, asset managers, and high-net-worth entities, to understand their needs and present tailored Earn solutions.
Be the DRP (Direct Responsible Person) or POC (Point of Contact) for institutional Earn growth initiatives and major institutional Earn partners.
Plan, enhance & build institutional Earn product features and benefits within the Binance Earn suite.
Research and develop new Institutional-level Earn & wealth management products, designed specifically for Institutional/HNW/VIP Clients.
Drive measurable institutional growth in TVL/AUM, client onboarding and revenue growth for Binance Earn products by combining product development, business development and go-to-market efforts.
Lead and collaborate closely with cross-functional teams such as Product, Marketing, Compliance, and Operations teams to deliver product initiatives and enhancements, ensure regulatory alignment, and deliver seamless client experiences.
Lead institutional marketing campaigns, workshops, and webinars to educate clients on Earn products and yield strategies.
Identify market trends and customer pain points; provide actionable feedback to product teams to enhance Binance Earn offerings.
Monitor KPIs such as TVL/AUM Growth & client onboarding metrics, prepare reports, and track the impact of growth initiatives to continuously improve performance.
Stay updated on industry developments, competitor products, and regulatory landscape to proactively address risks and seize opportunities.
Requirement
5-6 years of experience in Institutional Sales, Growth & Products with experience driving commercial metrics (e.g. AUM / TVL / Revenue);
Experience managing a team or leading a team, with the ability to provide direction across Institutional, Growth/Marketing and cross-functional initiatives
Strong product / business owner mindset - experienced and able to handle complex multi-BU / multi-product deals and understand commercials, industry trends & leverage opportunities.
Deep understanding of underlying operating logic of Earn products.
Experience in team management, setting goals for BD team, and very KPI-and-result-oriented.
Strong cross-team communication & stakeholder management
Operations, Project or Product Management Experience at reputable fintech / crypto companies, preferably a CEX or Neobank or equiv. Large organisation.
Experience in Earn, wealth management, yield/staking, financial products, CEX or broader crypto/DeFi strongly preferred.
Bachelor’s degree or higher in Business, Finance, Economics, or related fields. Advanced degrees or certifications (e.g., MBA, CFA, CAIA).
Bilingual English and Mandarin is required to be able to coordinate with overseas partners and stakeholders
Based in Asia time zone, ideally UTC+8 (±2)