Business Development Manager, APAC

Ondo Finance is a leading institutional digital assets platform that combines a decentralized finance technology arm with an asset management division. The company pioneered tokenized treasuries, tokenized equities, and tokenized ETFs, bringing institutional-grade investment solutions to blockchain networks. Founded by alumni of Goldman Sachs Digital Assets and backed by top-tier investors including Founders Fund, Coinbase Ventures, and Pantera Capital, Ondo operates as a fully distributed team and maintains significant capital to fuel expansion.

The company's rapid growth reflects broader market trends: institutional digital asset roles have expanded dramatically as blockchain infrastructure matures and traditional finance integrates crypto capabilities. This expansion is particularly acute in the Asia-Pacific region, where crypto adoption and institutional participation are accelerating fastest.

Ondo Finance is expanding its presence in APAC and seeking a Business Development Manager to accelerate commercial growth across the region. You will report to the Regional Head of Institutional Sales and work to establish and deepen partnerships with exchanges, custodians, wallets, financial institutions, and other key ecosystem players. Your focus will be moving opportunities from first conversation through negotiation, contract closure, launch, and sustained growth.

What you'll do

• Execute business development strategy for APAC by identifying, engaging, and nurturing relationships with institutional partners, exchanges, custodians, and financial infrastructure providers

• Shepherd deals from initial outreach through commercial terms negotiation, legal documentation, technical integration, and market launch

• Design partnership structures and commercial arrangements that create alignment and lasting value for both Ondo and partner organizations

• Sustain pipeline momentum by consistently following up with prospects, coordinating across multiple stakeholders, and managing timelines to completion

• Collaborate with Legal, Product, Engineering, Marketing, and Operations teams to execute integrations and launch joint go-to-market programs

• Develop proposals, financial analyses, and status reports for both internal leadership and external counterparties

• Attend industry conferences, client meetings, and regional events to represent Ondo and expand market presence

What you'll bring

• At least five years of professional experience in business development, partnerships, sales strategy, consulting, fintech, financial services, or digital assets

• Sophisticated commercial instincts and demonstrated success negotiating complex agreements that serve both parties

• Strong interpersonal, written communication, and organizational skills with a track record of following through on commitments

• Ability to independently manage multistakeholder transactions and negotiate across different interests

• Solid working knowledge of cryptocurrency, blockchain infrastructure, DeFi, and institutional digital asset products

• Fluent English and openness to working across APAC time zones and traveling regionally as needed

Nice to have

• Existing relationships with APAC-based exchanges, custodians, wallets, or financial institutions

• Fluency or professional working proficiency in Mandarin Chinese

• Experience with tokenized products, stablecoins, trading infrastructure, or institutional crypto offerings

• Track record structuring distribution, revenue-sharing, API integration, or co-marketing agreements

• Understanding of regulatory and commercial differences across major APAC markets

What they offer

• Competitive salary, token rights, and equity packages calibrated to your preferences and background

• Comprehensive benefits including medical, vision, and dental coverage with flexible time-off policy

• Fully remote role on a globally distributed team where early hires shape company culture and strategy

• Accomplished colleagues drawn from Goldman Sachs, BlackRock, Two Sigma, Bridgewater, SpaceX, AWS, Meta, Google, McKinsey, Coinbase, Circle, and Uniswap