Posted 1 month ago

Business Development, US

New York CityRemoteFull-time

AI Summary

Senior Business Development individual contributor who owns growing Gauntlet’s earn book by originating and closing high-value Earn partnerships with fintechs, exchanges, wallets, and DeFi protocols.

About this role

Gauntlet-curated vaults power earn products for some of the largest fintechs, exchanges, and wallets in crypto. This role owns growing that book. You will originate and close high-value Earn partnerships that route deposits into Gauntlet's vault products (Aera and Gauntlet-curated Morpho and Kamino vaults), working with Tier-1 and Tier-2 fintechs, exchanges, wallets, and DeFi protocols. You'll ramp on a mix of existing pipeline and self-sourced opportunities, with a mandate to originate greenfield partnerships where Gauntlet can be first to market. This is a senior individual contributor role with a path to team lead as the Growth team scales.

About Gauntlet

Gauntlet builds the financial systems of the future. While much of on-chain finance is focused on point solutions, we operate across the entire stack to offer best-in-class vault products. Today, we serve over $1.5B in client TVL across some of the largest fintechs/neobanks, protocols, exchanges, and capital allocators in crypto, and, increasingly, traditional asset management. Our team brings together traditional finance and crypto-native expertise to deliver durable, sophisticated products for institutional clients moving on-chain.

What you'll do;

Own the full deal cycle for high-value Earn opportunities: discovery, qualification, structuring, negotiation, close, and post-close activation.

Run rigorous discovery and qualification before anything gets proposed. Structure and negotiate terms that command favorable economics, and walk away from deals that don't.

Originate greenfield partnerships in segments and markets where Gauntlet can be the first mover.

Own outcomes past the signature. Drive activation so signed partners become live programs.

Work cross-functionally with Product, Engineering, Data Science, and Finance to position and validate Gauntlet within target verticals.

Keep the pipeline honest: stage hygiene, forecasting, and accurate CRM.

Represent Gauntlet at industry conferences and events, traveling as needed.

What success looks like;

First 30 days. Ramp on Gauntlet's vault products and existing Earn partnerships. Meet internal stakeholders across Product, Engineering, Data Science, and Finance. Take over an initial book of existing opportunities and leads, and form a clear view of what advances, what needs re-qualification, and what gets cut.

First 3-6 months. Running your own pipeline end-to-end. First partnerships are structured and in negotiation, or closed. Early greenfield opportunities are being sourced and in discovery.

In 1 year. Operating a full book at quota with multiple signed and funded partnerships. Recognized internally and externally as Gauntlet's voice with fintech and exchange partners. Contributing repeatable playbooks that compress future deal cycles.

What you bring;

5+ years of work experience, including 3+ years in partnerships, BD, or sales at a fintech company or financial institution, with demonstrated end-to-end ownership of complex, multi-stakeholder deals.

A track record of structuring and negotiating partnership economics, not just sourcing introductions.

Comfort self-sourcing via outbound and converting first-mover opportunities.

Working knowledge of crypto/DeFi, with the ability to explain onchain yield to non-crypto-native audiences.

Ability to work autonomously and nimbly.

Willingness to travel to conferences and industry events as needed.