Business Development Lead – Institutional

Interop Labs is seeking a Business Development Lead – Institutional to expand its footprint with financial institutions, asset managers, and other enterprise partners. This role will be responsible for driving adoption of Axelar’s secure cross-chain infrastructure by institutions exploring tokenization, decentralized custody, RWA platforms, and interoperable DeFi applications.

The ideal candidate brings strong existing relationships across institutional finance and fintech, and is deeply familiar with trends in digital asset infrastructure, blockchain custody, and institutional crypto adoption. You will act as a trusted advisor to partners, owning the full BD lifecycle from outreach to integration and post-deployment growth.

• Identify, engage, and close institutional partners — including banks, custodians, asset managers, financial infrastructure platforms, and RWA/tokenization providers

• Own the end-to-end partnership development process: prospecting, pitching, technical coordination, negotiation, and onboarding

• Collaborate with product, legal, and solutions teams to craft compelling value propositions and compliant solutions

• Build strong relationships with internal stakeholders and ensure partner needs are clearly communicated across Interop Labs

• Track and report on key metrics related to pipeline health, deal progress, and revenue opportunities

• Represent Interop Labs and Axelar at industry events, conferences, and working groups (e.g., tokenization, cross-border payments, DeFi institutionalization)

• 5+ years in business development, sales, partnerships, or strategy roles in institutional financial services, fintech, or enterprise blockchain

• Strong understanding of the institutional digital asset landscape, including custody, fund infrastructure, stablecoins, and tokenized assets

• Demonstrated success in sourcing and closing high-value partnerships, preferably involving technical integrations or multi-stakeholder alignment

• Ability to translate complex technology into business value for financial decision-makers

• Familiarity with market infrastructure and regulatory considerations related to tokenization and DeFi

• Self-starter mindset with excellent organizational and interpersonal communication skills

• Passion for the future of open, interoperable financial systems

Bonus

• Prior experience with L1/L2 blockchain ecosystems, custody platforms, or tokenized fund infrastructure

• Knowledge of smart contract platforms and cross-chain architecture

• Autonomous, distributed environment with the opportunity to work collaboratively in a diverse team worldwide.

• The scope to contribute to high impact work and make a difference in a decentralized protocol.

• The chance to challenge yourself whilst learning heaps of stuff in the process.

• Unlimited time off throughout the year to rest and recharge.

• Competitive compensation with stock options, experiencing growth from the initial phase.