[Hiring] Institutional & Growth Lead @Binance

Role Description

• Develop and enhance Binance Earn’s existing relationships with Banks, Institutions, Funds, Trading Firms, Market Makers, Family Offices, Wealth Managers, etc. to secure asset allocation & commitment into Binance Earn Products.
• 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.

Qualifications

• 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 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 (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).

Benefits

• Shape the future with the world’s leading blockchain ecosystem.
• Collaborate with world-class talent in a user-centric global organization with a flat structure.
• Tackle unique, fast-paced projects with autonomy in an innovative environment.
• Thrive in a results-driven workplace with opportunities for career growth and continuous learning.
• Competitive salary and company benefits.
• Work-from-home arrangement (the arrangement may vary depending on the work nature of the business team).