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Business Development Lead

PancakeSwap
PublishedPublished: Published 3 days ago
Full time
Manager
Sales
BNB Chain
Crypto DEX
Payment in Crypto: Yes

PancakeSwap is transitioning from the leading AMM DEX on BNB Chain to a full Liquidity Hub — aggregating and managing liquidity from native AMM pools, institutional capital, and external distribution channels. This role leads one of three specialized BD divisions in that build-out.

About the role

We are restructuring our BD team around three liquidity sources, not chains. As the BD Lead owning end-to-end: Traditional AMM, Institutional Liquidity + RWA, New Product Distribution. You will be the internal subject-matter expert — owning partnerships, KPIs, and the pipeline from first contact to live integration.

This is an operator role, not a relationship role. We measure outcomes: volume generated per CAKE emitted, institutional trading volume, aggregator API integrations shipped. You will be expected to show weekly progress against a concrete Q2 2026 priority list from day one.

  • Traditional AMM
  • Own CAKE emission efficiency, project onboarding (V2/V3/Infinity CLAMM), and cross-chain launchpad pipeline across BNB Chain, Base, and SOL.
  • Primary metric: volume per unit of CAKE emitted.
  • Secondary: new active pools per quarter, first-launch projects per chain.
  • Urgent now:Base + SOL ecosystem fund relationships · Infinity CLAMM project pipeline
  • Institutional Liquidity + RWA
  • Own tokenized stock and RWA issuer onboarding (xStocks/Backed Finance/Ondo/Robinhood), market maker onboarding (Wintermute, Jump, GSR), and PancakeSwap X RFQ distribution into Kraken, Bybit, OKX.
  • Build PropAMM institutional pipeline. Primary metric: PancakeSwap X monthly trading volume, RWA issuers onboarded.
  • Urgent now:xStocks pools on BNB + Base · Backed Finance / Kraken partnership
  • New Product Distribution
  • Replace 1inch as the default aggregator API for wallets (OKX, Binance, MetaMask, Trust) and DeFi protocols (Aave, Venus, Morpho).
  • Own revenue share program design, white-label API packaging, and competitor switching analysis. Secondary: perps institutional onboarding (~20% of role).
  • Primary metric: API integrations shipped per quarter, monthly aggregator routed volume.
  • Urgent now:Deep competitor analysis of 1inch, LiFi, Liquid Mesh · target list build

    • What you will do

    • Own the full partnership lifecycle : sourcing, negotiation, integration, and ongoing health metrics Report weekly on pipeline status and division KPIs to the CEO; flag blockers with proposed solutions, not just problems
    • Participate in weekly cross-division BD sync to surface pipeline overlaps and coordinate joint approaches
    • Conduct ongoing competitor intelligence specific to your division's domain; translate findings into actionable differentiation
    • As the division matures, build and mentor a small team of BD managers under you

    What we are looking for

    Required

    • 3+ years of BD, partnerships, or growth in DeFi, crypto, or fintech — with a track record of signed deals, not just pipeline
    • Quantitative mindset: comfortable reading on-chain data, TVL/volume dashboards, and setting your own KPI targets from first principles
    • Strong existing network in your target division's domain (AMM projects / institutional/RWA issuers / wallet or protocol ecosystem teams)
    • Autonomous and structured: able to manage multiple parallel deals with zero hand-holding, and communicate blockers early
    • Ownership mind-set

    Nice to have

    • Prior experience at a DEX, AMM, aggregator, or RWA platform
    • Ability to read smart contract interactions or interpret Dune dashboards independently
    • Experience building or managing a BD team from scratch

    Career Level

    • Manager