Business Development Manager

Rhino.fi is stablecoin deposit and activation infrastructure. We help fintechs, wallets, payment providers and financial platforms accept stablecoin deposits from any chain, settle them predictably, and activate them into usable balances inside their product. The liquidity, compliance and operational complexity sit behind a single API. We run our own liquidity across 30+ chains rather than routing through third parties. That is why clients come to us for size, speed and deterministic settlement rather than for coverage alone. We are a remote-first company of around 35 people, which means we value excellent written communication and self-direction. To strengthen our culture we host quarterly team meetups in good locations around the world, combining work with activities such as skiing and surfing.

About the role: Rhino.fi is hiring a Business Development Manager/Sales expert to win and grow our global B2B customer base. This is a full-cycle sales role. You will source your own pipeline, run discovery, lead technical evaluations alongside our engineers, negotiate commercial terms, and take clients through integration to go-live. You will work closely with Product, Engineering, Marketing and the wider Growth team, with real influence over how we sell and what we build.

Responsibilities

• New clients live in production and generating meaningful recurring revenue, against a number agreed with you when you join.
• A self-sourced pipeline across our two priority segments.
• Technical evaluations run end to end alongside Product and Engineering.
• Forecast accuracy the leadership team can plan against.
• A documented sales motion that works when you are on holiday.

Pipeline generation and business development:

• Build and manage a high-quality pipeline of prospective clients across our target segments.
• Generate opportunities through outbound prospecting, networking, events, referrals, partnerships and ecosystem engagement.
• Lead discovery conversations to understand a prospect's payment flows, technical requirements and commercial objectives.
• Build long-term relationships with prospects and guide opportunities through the full sales process.
• Maintain excellent CRM hygiene, accurate forecasting and up-to-date pipeline reporting. We run Pipedrive.

Opportunity management:

• Own opportunities from first conversation through discovery, technical evaluation, commercial negotiation, contract, onboarding and go-live.
• Partner closely with Product and Engineering throughout evaluations and API integrations.
• Structure commercial terms that work for the client and protect our margin.
• Coordinate onboarding and clean internal handovers to Customer Success so clients get to production quickly.

Market and customer insight:

• Stay current across payments, fintech, APIs, stablecoins and digital assets.
• Feed client and market insight back into our product roadmap and commercial positioning. At our size this genuinely changes what gets built.
• Identify emerging use cases and new commercial opportunities before they are obvious.

Industry representation:

• Represent Rhino.fi at fintech, payments and digital asset events.
• Build durable relationships with clients and ecosystem partners.
• Contribute to customer stories, case studies and the credibility work that makes the next deal easier.

Requirements

• 5 to 8 years in full-cycle B2B sales, closing API or infrastructure products into fintech, payments or financial services.
• Familiarity with stablecoins and on-chain payments.
• You have run technical evaluations with engineers in the room and stayed involved through integration, rather than handing off at signature.
• Experience with subscription model and volume or usage-based commercial models.
• You have worked a named account list and generated your own pipeline, rather than working an inbound queue.
• Excellent written communication. Much of the early work is written outreach that has to be specific enough to earn a reply from someone who is not looking for a new provider.
• Strong CRM discipline and honest forecasting.
• Based in a European time zone is a preference. Fluent English required, additional European languages an advantage.
• MEDDPICC or equivalent experience a strong preference.

We are also looking for people who are:

• Hungry, ambitious and highly proactive.
• Comfortable in a fast-moving company where ownership is expected and process is often something you write rather than inherit.
• Genuinely curious about payments, APIs and digital assets.
• Energised by solving client problems, not just closing them.
• You are an SDR or BDR looking for your first closing seat.
• Your experience is exclusively with crypto-native trading firms, funds or exchanges. Our buyers are fintech operators.
• You have never personally run a technical evaluation or led a commercial negotiation.
• You need marketing to supply your pipeline.

Why Rhino.fi

• We run our own liquidity, so you are selling on execution quality rather than explaining someone else's routing failures.
• The commercial team sets pricing here. You will structure deals, not request approval against a rate card.
• You will work directly with our CGO and CEO. Deals get unblocked in days, not quarters.
• MiCA and Malta MFSA licensing is in progress and SOC 2 is underway, which opens regulated lanes on a known timeline.
• We are around 35 people and pre-raise. Equity is a real part of the package and we will talk you through the numbers.
• We move quickly and will provide you with a decision either way.