Business Development Executive

Business DevelopmentLocation: Indonesia (Remote/Hybrid)Employment Type: Full-timeDepartment: Business & PartnershipsAbout XellarXellar is a wallet-as-a-service and payment infrastructure company powering the next wave of Web3 products across Southeast Asia. Our product suite includes:API-based On/Off-Ramp (IDR ↔ USDT, USDC, and more)OTC Settlement Infrastructure for high-volume partnersEmbedded Wallet Solutions (MPC, Account Abstraction, non-custodial flows)Developer APIs for authentication, payments, and asset managementPartnership Products for fintechs, apps, exchanges, and enterprise clientsWe help companies integrate crypto and fiat rails seamlessly, securely, and compliantly.Role OverviewThis is an individual contributor business development role. You will identify high-value opportunities, build partnerships, acquire clients, and drive adoption of Xellar’s on/off-ramp, OTC, and embedded wallet APIs.You will represent Xellar to exchanges, fintechs, wallets, apps, and Web3 companies — shaping our position in the ecosystem.Key Responsibilities1. Lead Generation & Pipeline GrowthIdentify and engage potential clients across Web3, fintech, and enterprise categories.Build and maintain a strong, consistently moving sales pipeline.2. Solution-Based SellingUnderstand client workflows, product needs, and regulatory considerations.Pitch Xellar’s API modules clearly:On/Off-ramp APIOTC and settlement railsMPC/AA wallet infrastructureDeveloper authentication & payments APIsCoordinate with engineering and product for integration design.3. Partnerships & Ecosystem ExpansionBuild relationships with exchanges, liquidity providers, blockchain ecosystems, PSPs, and fintech players.Identify co-marketing, co-launch, or ecosystem integration opportunities.4. Deal ExecutionManage the full commercial process: discovery → pitch → negotiation → integration → go-live.Work with compliance to onboard partners under KYC/AML and operational standards.5. Market & Industry InsightStay updated with Web3 payments, global on/off-ramp trends, stablecoin developments, and regulatory shifts.Provide actionable feedback to improve product features and GTM strategies.6. Client Relationship GrowthBuild strong long-term relationships with clients post-integration.Identify opportunities to expand usage: new chains, currencies, volume tiers, or APIs.What You’ll Bring2–6 years experience in business development, enterprise sales, partnerships, or fintech/crypto commercial roles.Strong English proficiency (written and spoken) — ability to handle international partners.Extroverted and confident communicator — comfortable pitching, networking, and presenting.Highly systematic & organized — able to manage pipelines, follow processes, and document progress clearly.Understanding of the cryptocurrency/Web3 space (exchanges, wallets, stablecoins, on/off ramps).Ability to explain technical concepts in simple business language.Strong negotiation and relationship-building skills.High ownership mindset and ability to thrive in a fast-paced startup environment.Why Join XellarWork directly with founders and shape the future of Web3 payments in Southeast Asia.High autonomy, fast execution, and meaningful contribution to company growth.Competitive compensation + performance incentives.Clear growth path into senior BD/Partnerships or regional expansion roles.