Director growing BCLC’s lottery, casino and online gambling partnerships, distribution and B2B revenue. Leading commercial strategy, agreements, facilities and a diverse team.
About the role
- Business Development Lead expanding Lightning Labs’ bitcoin and Lightning payment network across enterprise and fintech ecosystems. Driving GTM strategy, monetization, strategic deals, and partner distribution.
Responsibilities
- Set and own high-level business development OKRs across target regions, verticals, and segments
- Translate company strategy into quarterly plans with measurable outcomes
- Identify and prioritize promising use cases and companies for Lightning, agentic payments, and stablecoins
- Collaborate with product and engineering on roadmap priorities and feature timelines using customer and developer feedback
- Design pricing, packaging, and deal structures, including volume-based, tiered, usage-based, and partner revenue-share models
- Personally lead and close strategic, multi-stakeholder deals with exchanges, AI companies, PSPs, wallets, fintechs, miners, and enterprise adopters
- Establish a forecast and pipeline cadence covering coverage, stage definitions, velocity, and win/loss in partnership with Finance
- Source and prioritize new partners and channels
- Develop joint go-to-market initiatives with processors, liquidity providers, compliance vendors, custody providers, and infrastructure partners
- Architect distribution flywheels from developer adoption to merchant enablement and payment volume
- Unlock high-value payment corridors
- Connect customer business goals with technical integrations, integration partners, and liquidity resources
- Create executive-ready narratives, pitch decks, RFPs, and board/partner updates linking Lightning capabilities to business impact
- Represent Lightning Labs in senior-level meetings, conferences, and media/analyst engagements
- Contribute thought leadership advancing the category
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, including bitcoin/Lightning concepts such as routing, liquidity, settlement, Taproot Assets/stablecoins, and agentic payments
- 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 with C-suite, product, legal, and technical stakeholders
- Analytical, data-driven decision-making; comfortable building ROI/TCO models and deal economics
- Ability to work autonomously across time zones
- Willingness to work on US time zones
- Willingness to travel for key customers and events
- Preferred: public writings or talks on global payments, bitcoin/Lightning, AI, or stablecoins
- Preferred: deep network among exchanges, AI companies, PSPs, wallets, fintechs, and payment facilitators, especially in LATAM, Asia, or Sub-Saharan Africa
- Preferred: experience launching or scaling developer-led distribution and partner channels
- Preferred: familiarity with compliance considerations in crypto/payments and their effect on GTM
Benefits
- Willingness to travel for key customers and events
- Remote work arrangement
- Global and remote role
- Opportunity to contribute thought leadership and represent Lightning Labs at conferences and media/analyst engagements
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Degree requirement
No Education Requirement
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