Earn Institutional & Growth Lead

Job description

Binance is a leading global blockchain ecosystem behind the world’s largest cryptocurrency exchange by trading volume and registered users. We are trusted by 300+ million people in 100+ countries for our industry-leading security, user fund transparency, trading engine speed, deep liquidity, and an unmatched portfolio of digital-asset products. Binance offerings range from trading and finance to education, research, payments, institutional services, and more. Our mission is to increase the freedom of money and financial access for people around the world. 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 Product - 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) **Why Binance** - Shape the future of finance - Collaborate with world-class talent in a user-centric global organization with a flat structure - Tackle challenging projects in a fast-paced and innovative enviornment with autonomy - Thrive in a results-driven workplace with opportunities for career growth and continuous learning - Competitive salary and company benefits - Remote-first, work-from-home arrangement (may vary depending on the nature of the role and team) Binance is committed to being an equal opportunity employer. We believe that having a diverse workforce is fundamental to our success. By submitting a job application, you acknowledge that you have read our [Candidate Privacy Notice](https://www.binance.com/en/candidate/privacy/notice). We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.