Job Description:
Sales Director (China BD Director)
1. Position Title: Sales Director
2. Position Overview: Responsible for project expansion and BD team building in the Chinese/global market for the public blockchain. The core objectives include:
- Continuously acquiring high-quality Web3 projects
- Facilitating rapid project deployment on the blockchain
- Establishing a project tiering mechanism
- Identifying high-potential projects
- Collaborating 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 generate project leads, drive 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 objectives for the China region
- Build and expand the 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 China BD team:
- Team size: 20-30 people
- Responsibilities include recruitment, training, onboarding, KPI setting, weekly/monthly reviews, sales incentives, performance management, and sales methodology development
- Establish standardized BD SOPs to ensure team scalability beyond individual capabilities
- 3. Develop a "project deployment mechanism":
- Shift team focus from "finding clients" to "finding projects"
- Create standardized processes for key stages: decision-maker identification, project valuation, commercial negotiation, technical integration, deployment coordination, marketing alignment, and post-launch operations
- 4. Implement project tiering:
- Develop a project scoring model
- Sales team focuses on mass acquisition while the director establishes "mass acquisition + precision screening" mechanisms
- 5. Create key project incubation:
- For S/A-tier projects, coordinate across sales, ecosystem, operations, marketing, and technical teams
- Establish growth loop: project acquisition → deployment → data validation → potential identification → resource allocation → benchmark creation
- 6. Directly handle strategic projects:
- Personally engage in founder communications, commercial negotiations, strategic partnerships, resource exchanges, ecosystem incentives, co-marketing, and project incubation
Core KPIs:
- Project quantity
- Project quality
- Team efficiency metrics:
- Leads per person
- Pipeline per person
- Deployed projects per person
- Lead-to-deployment conversion rate
- Average project cycle time
- Ecosystem contribution
- Ultimate metric: Deployed projects × Quality × Activity × Ecosystem impact
Job Requirements:
- Must have:
- 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 etc.
- Proven track record of successfully onboarding Web3 projects
- 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 to sales
Key Competencies:
- 1. "Resources" over "resume" - Can you bring projects to us?
- 2. Hands-on project acquisition - Can you personally develop, negotiate, win and deploy projects?
- 3. Diamond identification - Can you find 5 great projects among 100?
- 4. Entrepreneurial mindset:
- Strong goal orientation
- Execution capability
- Proactive attitude
- Resourcefulness
- Problem-solving
- Willingness to get hands dirty
- Results accountability
Preferred Qualifications:
- BD experience at top 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:
Fixed salary + team performance bonus + management commission + long-term incentives
