Earn Institutional & Growth Lead

Overview

This role is responsible for institutional growth and product development for institutional Earn offerings and wealth management solutions. You will build and maintain relationships with banks, funds, institutions, trading firms, market makers, family offices, wealth managers, and high-net-worth entities—driving committed allocations, improving onboarding, and delivering measurable TVL/AUM and revenue growth.

Responsibilities

• Develop and enhance institutional relationships to secure asset allocation and commitment into institutional Earn products.
• Proactively source, qualify, and convert institutional prospects into committed TVL/AUM allocations through direct outreach, conferences, referrals, and strategic partnerships.
• Build and maintain a robust pipeline of qualified institutional leads and convert them into active users.
• Negotiate commercial terms and agreements with institutional clients and strategic partners.
• Partner with VIP and internal business development teams to identify new business opportunities, align strategies, maximize client outreach, and expand the client base.
• Manage institutional client relationships (including family offices, asset managers, and high-net-worth entities), understand their needs, and present tailored Earn solutions.
• Serve as DRP (Direct Responsible Person) / POC (Point of Contact) for institutional Earn growth initiatives and major institutional Earn partners.
• Plan, enhance, and build institutional Earn product features and benefits within the broader Earn suite.
• Research and develop new institutional-level Earn and wealth management products designed for Institutional/HNW/VIP clients.
• Drive measurable growth across TVL/AUM, client onboarding, and revenue for Earn products by combining product development, business development, and go-to-market efforts.
• Lead and collaborate with cross-functional teams (Product, Marketing, Compliance, Operations) to deliver product initiatives, ensure regulatory alignment, and enable 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 improve Earn offerings.
• Monitor KPIs (TVL/AUM growth and client onboarding metrics), prepare reports, and track the impact of growth initiatives to continuously improve performance.
• Stay updated on industry developments, competitor products, and the regulatory landscape to proactively address risks and seize opportunities.

Requirements

• 5–6 years of experience in Institutional Sales, Growth & Products, including 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; able to handle complex multi-BU/multi-product deals and understand commercials, industry trends, and leverage opportunities.
• Deep understanding of the operating logic of Earn products.
• Experience in team management, setting goals for BD teams, and a strong, KPI-and-results-oriented approach.
• Strong cross-team communication and stakeholder management skills.
• Operations, Project, or Product Management experience at reputable fintech/crypto companies—preferably a CEX or Neobank or an equivalent large organization.
• Experience in Earn, wealth management, yield/staking, and financial products; CEX or broader crypto/DeFi experience is 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 coordinate with overseas partners and stakeholders.
• Based in Asia time zone, ideally UTC+8 (±2).

Preferred Qualifications

• Experience directly tied to institutional Earn, wealth management, yield/staking, and financial products within crypto/DeFi and/or CEX environments.

Compensation & Benefits

• Competitive salary and company benefits.
• Remote-first, work-from-home arrangement (may vary depending on the nature of the role and team).

Location

• Based in Asia time zone, ideally UTC+8 (±2).