Business Development Manager, Direct Sales

About the role

The manager drives the full sales cycle for non-custodial staking products with institutional clients. They coordinate across product, legal, and research teams and target funds, family offices, and high-net-worth individuals. Success requires deep blockchain market knowledge and fluency in English and Japanese.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Institutional investors and high-net-worth individuals receive tailored solutions after the manager analyzes needs and presents non-custodial staking products.

VC funds, hedge funds, ETFs, ETPs, family offices, and whales get targeted service as the manager builds relationships and addresses specific requirements.

Key stakeholders are identified and cultivated by the manager, who translates requirements into customized offerings that align with P2P.org capabilities.

Deals are owned end to end by the manager, who coordinates independently with product, legal, and research to advance contracts toward closure.

Requirements

The posting states a bachelor's degree requirement. B2B sales experience in tech or finance over 3+ years demonstrates readiness for this role.

A record of closing large deals around $1 million+ USD shows capability in complex institutional transactions.

Cold outreach to C-level executives and founders is comfortable territory, with proven ability to achieve successful outcomes.

Written and spoken fluency in English and Japanese supports clear communication across distributed teams.

Deep understanding of blockchain market dynamics and underlying technologies informs discussions with technical stakeholders.

Self-organization and discipline manage pipeline and priorities without direct supervision in a fast-paced environment.

The capacity to sustain a high work tempo is necessary in a distributed, results-driven culture.

Practical notes

Fully remote role with no specified onsite days defines the working arrangement.

Positions are based in Tokyo while operating as a fully remote position.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

The team focuses on extracting maximum APR while enhancing security, with notable NRR advantages in ETH, SOL, and DOT.

From restaking leadership to stablecoin yield aggregators, the product line serves institutions through unified API, widgets, and custom dApps.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.

About the company

P2P. org http://P2P. org is the largest institutional staking provider with a TVL of over $10B and a market share exceeding 20% in restaking.