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Binance, the world's largest cryptocurrency exchange by trading volume, is seeking an Institutional & Growth Lead to drive institutional adoption and growth of Binance Earn products. This role combines business development, product strategy, and team leadership to expand the institutional client base and grow total value locked (TVL) and assets under management (AUM).
You will develop and enhance relationships with banks, institutions, funds, trading firms, market makers, family offices, and wealth managers to secure asset allocations into Binance Earn products. Key responsibilities include sourcing and qualifying institutional prospects through direct outreach, conferences, and strategic partnerships; building and converting a robust pipeline of qualified institutional leads; negotiating commercial terms with institutional clients; and serving as the direct responsible person (DRP) or point of contact (POC) for major institutional Earn partners.
You will partner closely with VIP and internal business development teams to identify new opportunities, manage institutional relationships, and understand client needs to present tailored solutions. You will also lead product development and enhancement efforts, researching and developing new institutional-level Earn and wealth management products designed for institutional, high-net-worth, and VIP clients.
Cross-functional collaboration is essential: you will work with Product, Marketing, Compliance, and Operations teams to deliver product initiatives, ensure regulatory alignment, and create seamless client experiences. You will lead institutional marketing campaigns, workshops, and webinars to educate clients on Earn products and yield strategies. Additionally, you will monitor KPIs such as TVL/AUM growth and client onboarding metrics, prepare reports, and track the impact of growth initiatives. You will stay updated on industry developments, competitor products, and the regulatory landscape to proactively address risks and seize opportunities.
Binance offers a flat organizational structure, a user-centric global environment, autonomy in fast-paced projects, and opportunities for career growth and continuous learning.
REQUIREMENTS:
- 5–6 years of experience in Institutional Sales, Growth & Products with demonstrated success driving commercial metrics (AUM, TVL, Revenue)
- Experience managing or leading a team with ability to provide direction across institutional, growth/marketing, and cross-functional initiatives
- Strong product/business owner mindset; ability to handle complex multi-business-unit and multi-product deals; understanding of commercials, industry trends, and leverage opportunities
- Deep understanding of the underlying operating logic of Earn products
- Team management experience, goal-setting for BD teams, and strong KPI and results orientation
- Strong cross-team communication and stakeholder management skills
- Operations, Project, or Product Management experience at reputable fintech/crypto companies, preferably a CEX, Neobank, or equivalent large organization
- 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 (MBA, CFA, CAIA) preferred
- Bilingual English and Mandarin required to coordinate with overseas partners and stakeholders
- Based in Asia time zone, ideally UTC+8 (±2 hours)
