Institutional & Growth Lead

This is a fully remote position, open to applicants in Hong Kong.

📋 Description

• Cultivate and enhance Binance Earn's connections with banks, institutions, funds, trading firms, market makers, family offices, wealth managers, and other institutional clients.

• Identify, qualify, and convert institutional prospects into committed TVL/AUM allocations through outreach, conferences, referrals, and strategic partnerships.

• Build and maintain a pipeline of qualified institutional leads and convert them into active users.

• Negotiate commercial terms and agreements with institutional clients and strategic partners.

• Collaborate with the VIP and Internal BD teams to uncover opportunities, align strategies, enhance outreach, and broaden the client base.

• Manage relationships with institutional clients and present customized Earn solutions.

• Act as the DRP or point of contact for institutional Earn growth initiatives and major partners.

• Plan, enhance, and develop institutional Earn product features and benefits.

• Research and create institutional-level Earn and wealth management products for institutional, HNW, and VIP clients.

• Propel growth in TVL/AUM, client onboarding, and revenue for Binance Earn products through product development, business development, and go-to-market strategies.

• Lead cross-functional collaboration with Product, Marketing, Compliance, and Operations teams.

• Direct institutional marketing campaigns, workshops, and webinars.

• Identify market trends and customer challenges, providing actionable product feedback.

• Monitor TVL/AUM growth and client onboarding KPIs, prepare reports, and track the impact of initiatives.

• Stay informed on industry developments, competitor products, and the regulatory landscape.

⛳️ Requirements

• 5-6 years of experience in Institutional Sales, Growth & Products with a proven track record in driving commercial metrics (e.g., AUM / TVL / Revenue).

• Experience in team management or leadership, with the ability to guide initiatives across Institutional, Growth/Marketing, and cross-functional teams.

• A strong product/business owner mindset; capable of managing complex multi-BU/multi-product deals and understanding commercials, industry trends, and leveraging opportunities.

• In-depth understanding of the operational logic of Earn products.

• Experience in team management, goal setting for the BD team, and a focus on KPIs and results.

• Excellent cross-team communication and stakeholder management skills.

• Operations, Project, or Product Management experience at notable fintech/crypto companies, preferably within a CEX, Neobank, or equivalent large organization.

• Experience in Earn, wealth management, yield/staking, financial products, CEX, or broader crypto/DeFi is highly preferred.

• Bachelor’s degree or higher in Business, Finance, Economics, or related fields.

• Advanced degrees or certifications (e.g., MBA, CFA, CAIA) are advantageous.

• Bilingual in English and Mandarin is required to effectively coordinate with overseas partners and stakeholders.

• Must be based in the Asia time zone, ideally UTC+8 (±2).

🏝️ Benefits

• Competitive salary and company benefits.

• Work-from-home arrangement (the specifics may vary based on the business team's work nature).

• Opportunities for career advancement and ongoing learning.

• Flat organizational structure.

• Autonomy within an innovative environment.

• Collaboration with world-class talent.

• Equal opportunity employer.