Business Development Lead
Pancakeswap · Remote · Lead
About the role
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
Requirements
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 How to Apply: Shoot your resume over to hiring@pancakeswap.com, we’d love to hear from you!