Business Development Lead

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

Key Responsibilities

• 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

What we are looking for

Required

• 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

Preferred / Nice-to-Have Qualifications

• 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!