Business Development Lead

About RockawayX

Rockaway

X builds and manages non-custodial DeFi yield vaults on dominant lending platforms such as Morpho (Ethereum) and Kamino (Solana). We enable exchanges, wallets, and fintech platforms to offer DeFi-powered "earn" products to their users without building an in-house DeFi team. We handle all aspects of vault design, collateral selection, risk management, asset rebalancing, monitoring, and reporting.

Our background in institutional credit underwriting is among the strongest in the space. Our market-neutral strategy has delivered consistent yields across market cycles with zero defaults over 4+ years, while serving as a major liquidity provider across DeFi lending venues. We bring this institutional rigor to curating bespoke vault architectures for each partner, backed by 35+ technical researchers and engineers.

We are scaling our B2B2C vault business and looking for a Business Development Lead to own the commercial pipeline end to end. This is a foundational hire: you will be responsible for mapping our target market, building and qualifying a partnership pipeline, and driving deals from first outreach through to signed agreements. A single partnership can bring $100M+ in AUM, making this role high-impact from day one.

Our model follows the "DeFi Mullet" thesis: fintech UX on the front end, institutional DeFi generating yield on the back end. Partners integrate our vaults and embed them in their own branded experience. Users deposit crypto assets into a simple "earn" product and receive steady returns powered by on-chain lending.

• Build and maintain a qualified pipeline across crypto exchanges, consumer wallets, fintechs, neobanks, payment infrastructure providers, and card issuers
• Identify and engage decision makers (CEO, Head of Product, CIO, CRO) at target platforms
• Develop account strategies for both crypto-native exchanges with existing yield offerings and traditional fintech platforms entering the space
• Track competitive positioning: assess whether targets rely on in-house solutions, competing curators, or have no current yield product

• Own the full sales cycle: outreach, qualification, proposal delivery, intro calls, negotiation, and close
• Prepare and deliver tailored short proposals ahead of initial calls, then refine based on partner requirements
• Navigate 8 to 12 week B2B sales cycles including compliance and integration reviews
• Manage objection handling and develop strategies to accelerate decision making and create urgency

• Identify the internal buyer profile by platform type (product, commercial, or treasury team)
• Track which value propositions resonate by segment: yield generation, treasury optimization, user retention, or diversification of curator dependency
• Map partner appetite for conservative versus higher yield products and single vault versus tiered structures
• Provide structured feedback on sales cycle bottlenecks, common objections, and materials needed to accelerate close
• Contribute insights for brand, marketing, and messaging refinement based on field experience

Major and regional exchanges with existing or emerging yield/earn offerings for retail and institutional desks

On-chain wallets with yield offerings or embedded finance features

Modular B2B payment infrastructure companies looking to add yield capabilities

Credit and debit card platforms seeking yield on idle balances or rewards programs

Digital banking platforms expanding into crypto earn/save products

Wealth management companies or divisions exploring tokenized yield products

• Credibility:
  Rockaway
  
  X are leaders in underwriting crypto risk with a proven, auditable track record
• Cost Efficiency:
  Competitive, consistent yield without the cost of building an in-house DeFi team, saving partners 6 to 12 months and approximately $1M per year
• Reduced Risk:
  Non-custodial, smart-contract based architecture eliminates custodial and…