This is an early-stage, high-ownership role. There is no established playbook for this motion and the range of target ICP/partnerships will change over time. You will be measured on activity/engagement as well as converted ‘deals’ (POCs, direct client referrals etc). Comfortable with ambiguity is not a nice to have here. It is the job.

Responsibilities

Ecosystem Relationship Building

• Build and own relationships with BD, growth, and ecosystem teams at blockchain foundations, L1/L2s, app-chains, stablecoin issuers and distributors based on clear priorities and the rhino.fi roadmap.
• Understand each partner's own commercial objectives, incentives, and internal metrics, then map where rhino.fi helps them hit those numbers.
• Position rhino.fi as the onboarding layer that makes their ecosystem easier to deposit into, not as another vendor asking for airtime.
• Become a credible, visible presence across the ecosystem at conferences, community calls, and in private partner channels.

Partner-Led Pipeline Generation

• Convert partner relationships into qualified opportunities for the rhino.fi sales team. Warm introductions, co-selling motions, referral flows, and joint account mapping.
• Design win-win partnership structures and take them from first conversation through to agreement and live integration.
• Source and qualify direct POC opportunities, running discovery to understand a prospect's stablecoin flows, chains, and settlement pain.

Operating in Ambiguity

• Define the target partner list, the qualification criteria, and the engagement model where none currently exist.
• Run small, fast experiments on new partner types and motions. Kill what does not work quickly and double down on what does.
• Make decisions with incomplete information and be transparent about the assumptions behind them.
• Bring structure to a fast-moving market where partner priorities, chain narratives, and stablecoin regulation shift quarter to quarter.

Cross-Functional Collaboration

• Work with Sales, Product and Engineering to scope integrations that partners actually want and that we can realistically ship.
• Feed partner and market intelligence back into positioning, pricing, and roadmap.
• Report clearly on partner health, pipeline progression, and risks to rhino.fi leadership. This role sits outside of the direct sales motion. You open the door with partners, before passing referred direct sales leads onto the sales team, whilst keeping the partner relationship strong.

Requirements

Experience:

• 5+ years in business development, partnerships, or ecosystem growth at core DeFi infrastructure, stablecoin issuer or blockchain foundation

Network:

• Existing relationships across blockchain foundations, chain ecosystem teams, stablecoin issuers, or crypto infrastructure providers. Or a demonstrated ability to build a network from a standing start, fast.

Ambiguity Tolerance:

• Proven track record of building something commercial where no process existed. You are comfortable being the person who decides what good looks like.

Partnership Instinct:

• You think in terms of mutual value. You can articulate a partner's incentives back to them better than they can, and you structure deals that survive first contact with their internal stakeholders.

Crypto Fluency:

• Real working knowledge of stablecoins, chains, bridging, and how liquidity moves on-chain. You can hold a technical conversation without a solutions engineer in the room.

Commercial Capability:

• Demonstrated success sourcing, structuring, and closing partnerships or deals that produced measurable revenue or volume.

Execution:

• Self-directed, organised, and relentless on follow-up. Hands-on with CRM tooling, ideally Pipedrive.

Timezone:

• Based in Europe or the UK.

Language:

• Fluent English required. Additional languages are a bonus.

What we are not looking for a BD at an early-stage crypto project. This is a role for a highly experienced professional operating within core infrastructure, blockchain foundations or at a large stablecoin issuer. You will have your own network and a demonstrable track record growing long-term partnerships.

If you think you are a good fit for this role, please send your CV to careers@rhino.fi.