Lightning Labs - Business Development Lead
Requirements
• 7–10+ years in business development, strategic partnerships, and/or solution-oriented enterprise sales at a fintech, payments, AI, or other relevant tech company. • Demonstrated track record of crafting GTM strategy and closing complex, multi-party commercial agreements. • Strong technical and product fluency: able to translate bitcoin/Lightning concepts (routing, liquidity, settlement, Taproot Assets/stablecoins, agentic payments) into clear commercial outcomes. • Fluency with frontier LLMs and AI tools and willingness to integrate them at every level. • Comfortable leading a small team and operating as a senior individual contributor. • Exceptional written and verbal communication; confident with C-suite, product, legal, and technical stakeholders. • Analytical, data-driven decision-maker; comfortable building ROI/TCO models and deal economics. • Ability to work autonomously across time zones; willing to travel for key customers and events. • Preferred: • Public writings or talks on global payments, bitcoin/Lightning, AI, or stablecoins. • Deep network among exchanges, AI companies, PSPs, wallets, fintechs, and payment facilitators—especially in LATAM, Asia, or Sub-Saharan Africa. • Experience launching or scaling developer-led distribution and partner channels. • Familiarity with compliance considerations in crypto/payments and how they affect GTM.
Responsibilities
• Strategy & OKRs • Set and own high-level BD OKRs across target regions, verticals, and segments; work with the BD team to translate company strategy into a quarterly plan with measurable outcomes. • Identify the most promising use cases and companies for Lightning, agentic payments, and stablecoins; prioritize accounts and partners with the highest network growth potential. • Collaborate with product and engineering on roadmap priorities and feature timelines given feedback from external customers and developers. • Monetization and Sales • Design pricing, packaging, and deal structures aligned to product value (e.g., volume-based, tiered, usage-based, partner revenue shares). • Personally lead and close strategic, multi-stakeholder deals with exchanges, AI companies, PSPs, wallets, fintechs, miners, and enterprise adopters. • Stand up a lightweight forecast and pipeline cadence (coverage, stage definitions, velocity, win/loss) in partnership with Finance—without turning the team into a quota-only sales org. • Source and prioritize net-new partners and channels; develop joint GTM with key ecosystem players (processors, liquidity providers, compliance vendors, custody, and infra). • Architect distribution flywheels (developer adoption → merchant enablement → payment volume) and unlock high-value corridors. • Connect customers’ business goals with the right technical integrations, integration partners, and liquidity resources. • Executive Communications • Craft crisp, executive-ready materials (narratives, pitch decks, requests for proposals (RFPs), board/partner updates) that tie Lightning’s capabilities to business impact. • Represent Lightning Labs at senior-level meetings, conferences, and media/analyst engagements; contribute thought leadership that advances the category. • Location: Global and remote. Must be willing to work on US time zones. • Location:
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