Role in brief
Gauntlet is looking for a Business Development Manager to expand its presence in the Asia-Pacific region. This role involves managing the entire deal cycle for partnerships with fintechs, exchanges, and asset managers, requiring a strong background in sales of technical solutions within the crypto and DeFi space. Candidates with significant APAC sales experience and fluency in a key regional language should apply.
About the role
This role focuses on driving Gauntlet's growth in the Asia-Pacific market by establishing and nurturing strategic partnerships. The Business Development Manager will be responsible for the full lifecycle of deals, from initial discovery and qualification to negotiation, closing, and post-close activation. This involves converting warm introductions into active opportunities and proactively generating new leads within the APAC fintech, exchange, asset management, and protocol sectors.
Success in this position means expanding Gauntlet's client base and increasing its market penetration in the APAC region. The role requires navigating the local regulatory environment, such as FSA and MAS guidelines, to structure compliant partnerships. It also involves representing Gauntlet at regional events and providing local-hours support to partners and prospects. The individual will work closely with internal teams in the US, including Product, Engineering, Data Science, and Finance.
Gauntlet builds financial systems for on-chain finance, serving over $1.5 billion in client assets across various institutions. The company's offerings include vault products for fintechs, neobanks, protocols, exchanges, and capital allocators in crypto, as well as traditional asset management. The team combines expertise from traditional finance and crypto-native backgrounds to deliver sophisticated products to institutional clients moving into the on-chain space.
The salary for this role ranges from $82,000 to $138,000 annually, with additional incentive compensation opportunities.
Skills that matter here
- sales: This role requires owning the entire deal cycle for partnerships, from discovery to closing, and originating new client pipelines.
- partnerships: The position involves managing and growing relationships with key stakeholders across the APAC region, including fintechs, exchanges, and asset managers.
- technical solutions: A key responsibility is selling complex, technical-based financial products to both technical and non-technical audiences.
- crypto: A working knowledge of crypto and decentralized finance is necessary to engage with clients and navigate the industry landscape.
- decentralized finance: Understanding DeFi principles is crucial for discussing Gauntlet's offerings and the broader on-chain finance ecosystem with potential partners.
- regulatory landscape: The role involves navigating and structuring partnerships within the specific regulatory frameworks of the APAC region, such as FSA and MAS.
Who this role suits
- Someone with a proven track record in business development or sales within the APAC financial technology or crypto sectors.
- An individual who can independently manage complex, multi-stakeholder deals with regulated financial institutions.
- A person who is fluent in Japanese, Korean, or Mandarin, in addition to strong English, to effectively communicate with regional partners.
- A professional who is comfortable working autonomously and adapting to non-standard hours to collaborate with US-based teams.
From the employer
- Own the full deal cycle for APAC partnerships: discovery, qualification, structuring, negotiation, close, and post-close activation.
- Manage and grow Gauntlet's in-region relationships, and convert warm introductions from our investors and partners into active opportunities.
- Originate your own pipeline with APAC fintechs, exchanges, asset managers, and protocols.
- Provide local-hours coverage for APAC partners and prospects, and represent Gauntlet at regional events.
- Navigate regional regulatory nuance (FSA, MAS, and the evolving stablecoin landscape) and structure partnerships that can move within today's rules.
- Work cross-functionally with Product, Engineering, Data Science, and Finance in the US.
- 6+ years of work experience, including 4+ years in partnerships, BD, or sales in APAC, with a network across fintechs, exchanges, family offices, and/or asset managers in the region.
- A track record of selling technical-based solutions to non-technical audiences.
- A track record owning complex, multi-stakeholder deals with regulated financial institutions.
- Working knowledge of crypto/DeFi and the APAC regulatory landscape (FSA, MAS, and similar).
- Strong English; business fluency in Japanese, Korean, or Mandarin.
- Ability to work autonomously and without direct oversight.
- Ability to work non-standard hours to ensure some overlap with US counterparts when needed.
- Remote first, with regular in-person company retreats.
- 100% paid medical, dental, and vision premiums for employees.
- $1,000 WFH stipend.
- Monthly reimbursement for home internet, phone, and cellular data.
- Unlimited vacation.
- 100% paid parental leave of 12 weeks.
- Fertility benefits.
- Opportunity for incentive compensation.
Questions about this role
What is the remote work policy for this role?
This is a fully remote position, but it requires regular attendance at in-person company retreats.
What level of seniority is expected for this position?
This role is designated for a middle-seniority professional, requiring at least 6 years of work experience, with 4+ years specifically in partnerships, BD, or sales in APAC.
What specific skills are required for this role?
Candidates need experience in sales and partnerships, selling technical solutions, and a working knowledge of crypto, decentralized finance, and the APAC regulatory landscape. Fluency in Japanese, Korean, or Mandarin is also required.