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Business Development Lead (Remote)

September 19, 2026

Lightning Labs is looking for a Business Development Lead who is passionate about bringing bitcoin to the next billion people by expanding Lightning’s reach across enterprise and fintech ecosystems. This role will focus on go-to-market strategy, monetization, and high-leverage selling, translating Lightning’s technical advantages into concrete business outcomes for payment processors, exchanges, fintech companies, AI startups, agents, and large merchants. The ideal candidate has a strong track record in enterprise sales and strategy at a fintech, payments, AI, or infrastructure company, deep familiarity with bitcoin and the Lightning Network (including stablecoin use cases), and exceptional executive communication skills. Responsibilities: <ul><li>Strategy & OKRs</li><ul><li>Set and own high-level BD OKRs across target regions, verticals, and segments; work with the BD team to translate company strategy into a quarterly plan with measurable outcomes. </li><li>Identify the most promising use cases and companies for Lightning, agentic payments, and stablecoins; prioritize accounts and partners with the highest network growth potential. </li><li>Collaborate with product and engineering on roadmap priorities and feature timelines given feedback from external customers and developers. </li></ul><li>Monetization and Sales</li><ul><li>Design pricing, packaging, and deal structures aligned to product value (e.g., volume-based, tiered, usage-based, partner revenue shares). </li><li>Personally lead and close strategic, multi-stakeholder deals with exchanges, AI companies, PSPs, wallets, fintechs, miners, and enterprise adopters. </li><li>Stand up a lightweight forecast and pipeline cadence (coverage, stage definitions, velocity, win/loss) in partnership with Finance—without turning the team into a quota-only sales org. </li></ul><li>Developer Community and Market Development</li><ul><li>Source and prioritize net-new partners and channels; develop joint GTM with key ecosystem players (processors, liquidity providers, compliance vendors, custody, and infra). </li><li>Architect distribution flywheels (developer adoption → merchant enablement → payment volume) and unlock high-value corridors. </li><li>Connect customers’ business goals with the right technical integrations, integration partners, and liquidity resources. </li></ul><li>Executive Communications</li><ul><li>Craft crisp, executive-ready materials (narratives, pitch decks, requests for proposals (RFPs), board/partner updates) that tie Lightning’s capabilities to business impact. </li><li>Represent Lightning Labs at senior-level meetings, conferences, and media/analyst engagements; contribute thought leadership that advances the category. </li></ul></ul>Location: Global and remote. Must be willing to work on US time zones. Requirements: <ul><li>7–10+ years in business development, strategic partnerships, and/or solution-oriented enterprise sales at a fintech, payments, AI, or other relevant tech company. </li><li>Demonstrated track record of crafting GTM strategy and closing complex, multi-party commercial agreements. </li><li>Strong technical and product fluency: able to translate bitcoin/Lightning concepts (routing, liquidity, settlement, Taproot Assets/stablecoins, agentic payments) into clear commercial outcomes. </li><li>Fluency with frontier LLMs and AI tools and willingness to integrate them at every level. </li><li>Comfortable leading a small team and operating as a senior individual contributor. </li><li>Exceptional written and verbal communication; confident with C-suite, product, legal, and technical stakeholders. </li><li>Analytical, data-driven decision-maker; comfortable building ROI/TCO models and deal economics. </li><li>Ability to work autonomously across time zones; willing to travel for key customers and events. </li></ul>Preferred: <ul><li>Public writings or talks on global payments, bitcoin/Lightning, AI, or stablecoins. </li><li>Deep network among exchanges, AI companies, PSPs, wallets, fintechs, and payment facilitators—especially in LATAM, Asia, or Sub-Saharan Africa. </li><li>Experience launching or scaling developer-led distribution and partner channels. </li><li>Familiarity with compliance considerations in crypto/payments and how they affect GTM.</li></ul>

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...