Senior Business Development Manager
ROLE OVERVIEW
We are hiring a Senior Business Development Manager to source and close business opportunities that drive product growth, adoption, and revenue across web3 and fintech. You'll represent Trust Wallet externally, drive a pipeline of both inbound and outbound deals end to end (discovery through contract negotiation to signature), and manage and deepen relationships you've already closed. You'll bring a current sense of where the market is moving, leverage your existing network to open doors, prioritize opportunities by impact and relevance across company stakeholders, and act as a go-to point of contact for market intelligence internally.
This is a high-ownership, high-impact role as part of the BD team — you'll have real autonomy to shape deals, influence company direction, and see your work directly move the needle on growth and revenue.
KEY RESPONSIBILITIES
Pipeline development & deal execution
- Drive a pipeline of both inbound and outbound partnership opportunities, prioritizing based on impact and relevance across company stakeholders and leveraging your existing network to source and accelerate deals.
- Run opportunities end to end — discovery, scoping, proposal, negotiation, and close — while also managing and growing the partnerships already in place.
- Consistently hit KPIs, revenue, and growth targets, including building commercial opportunities from ambiguous, zero-to-one starting points.
Contract & commercial negotiation
- Lead contract negotiations from first draft to final version, working directly with the legal team throughout.
- Negotiate deal structure, obligations, and commercial terms as a whole — not just price — including scope, exclusivity, SLAs, and other commitments.
- Manage the full contract lifecycle in partnership with legal, keeping deals moving without unnecessary escalation.
Cross-functional execution & market awareness
- Partner with marketing, product, and engineering to shape and deliver well-scoped, execution-ready partnership proposals.
- Act as the internal point of contact on market pulse and direction, and identify new business opportunities that could shape future Trust Wallet products.
- Relay market and partner feedback to Product and leadership, providing actionable insights for roadmap and prioritization decisions.
REQUIREMENTS
- 5+ years minimum of business development experience within DeFi, CeFi, or web3 projects (not general fintech/tech BD).
- Proven track record of sourcing and closing high-value deals, as well as managing and growing existing partnerships over time, with demonstrated impact to the organization.
- Track record of building commercial opportunities from ambiguous, zero-to-one starting points.
- Strong, active network across web3, DeFi, fintech, and crypto, with real relationships at operator and founder level, that can be leveraged from day one to source and accelerate deals.
- Ability to prioritize opportunities based on impact and relevance across multiple internal stakeholders, not just deal size.
- Experience owning contract negotiation as a whole — deal structure, obligations, and commercial terms — in direct partnership with legal, from draft to final version.
- Working knowledge of how wallets, chains, stablecoins, and other web3/infrastructure players connect commercially.
- Clear, direct communicator with the ability to influence senior executives.
- Self-directed: able to organize their own work in a fully remote environment and drive projects and initiatives with minimal guidance or supervision.
- Comfortable working cross-functionally with marketing, product, and engineering to shape proposals and structure deals.
- Demonstrated ability to spot market opportunities and translate them into new business lines or product ideas, not just deals within an existing product's scope.