Job Description:
Sales Director (China BD Director)
1. Job Title: Sales Director
2. Job Positioning: Responsible for project expansion and BD team building in the Chinese/global market for the public chain. The core objectives are:
- Continuously acquire high-quality Web3 projects
- Drive rapid project deployment on the public chain
- Establish a project tiering mechanism
- Identify high-potential projects
- Collaborate with ecosystem, product, and operations teams for focused incubation
This role is not a traditional "sales management position" but rather a project growth leader for the Chinese/global market. You will need to build a scalable project acquisition system that enables the sales team to consistently source project leads, facilitate project deployment, and identify projects with genuine user, transaction volume, and ecosystem potential.
Key Responsibilities:
- 1. Establish a project acquisition system for the Chinese market:
- Develop BD strategies and goals for the Chinese market
- Build and expand a structured project pipeline: Project Library → Lead Pool → Opportunity Pool → Negotiation Pool → Deployment Pool → Key Project Pool
- Create a stable and sustainable project sourcing mechanism
- 2. Build and manage the Chinese sales team:
- Establish and manage a BD team of 20-30 members
- Oversee recruitment, training, onboarding, KPI setting, weekly/monthly reviews, sales incentives, performance management, and methodology development
- Develop standardized BD SOPs to ensure team scalability beyond individual capabilities
- 3. Create a "project deployment mechanism":
- Shift focus from "finding clients" to "finding projects"
- Standardize processes for decision-maker identification, project valuation, commercial negotiations, technical integration, deployment coordination, marketing alignment, and post-launch operations
- 4. Implement project tiering:
- Develop a project scoring model to differentiate project value
- Enable "mass acquisition + precision screening" capabilities
- 5. Establish key project incubation:
- Drive cross-functional collaboration (sales, ecosystem, operations, marketing, tech) for S/A-tier projects
- Create a growth loop: project acquisition → deployment → data validation → potential identification → resource allocation → benchmark creation
- 6. Directly manage strategic projects:
- Personally engage in founder communications, negotiations, strategic partnerships, resource exchanges, ecosystem incentives, co-marketing, and incubation
- Maintain hands-on project acquisition capability beyond management
Core KPIs:
- Project quantity and quality
- Team efficiency metrics:
- Leads per rep
- Pipeline per rep
- Deployments per rep
- Lead-to-deployment conversion rate
- Average project cycle time
- Ecosystem contribution
- Ultimate metric: Deployment volume × Project quality × Project activity × Ecosystem impact
Job Requirements:
- Must-have qualifications:
- 5+ years in Web3/Crypto/blockchain BD, sales or ecosystem development
- Established Web3 project resource network
- Deep knowledge of multiple sectors: public chains, L2, DeFi, DEX, wallets, GameFi, AI, RWA
- Proven track record of Web3 project development and deployment
- Team management experience (20+ BD team preferred)
- Ability to build sales processes, training systems and performance mechanisms
- Strong negotiation and project evaluation skills
- Direct access to project founders, core teams and investment institutions
- Data-driven approach beyond pure relationship-based sales
Special Competencies:
- 1. "Resources" over "resume":
- Ability to bring projects to the platform
- 2. Hands-on project acquisition:
- Capability to personally develop, negotiate, win and deploy projects
- 3. High-potential project identification:
- Skill to identify 5 exceptional projects from 100 candidates
- 4. Entrepreneurial mindset:
- Strong goal orientation
- Exceptional execution
- Proactive approach
- Resourcefulness
- Problem-solving ability
- Willingness to engage directly
- Results accountability
Preferred Background:
- BD experience with leading public chains
- L1/L2 ecosystem BD
- Web3 project launchpad experience
- Web3 incubator background
- VC/investment firm ecosystem leadership
- Large-scale ecosystem development experience
Compensation & Benefits:
Base salary + Team performance bonus + Management commission + Long-term incentives
