Business Development Manager

About us:

Luno is the crypto investment app you can rely on, enabling you to buy, store and explore crypto securely. We’re committed to putting the power of cryptocurrency in everyone's hands sensibly and responsibly.

Since 2013, we’ve helped millions of people around the world invest safely in crypto. We do this by cutting through the hype and supporting customers at every step of the way. All products and cryptocurrencies on our platform must first meet stringent legal, risk and technical security standards. We don’t do memecoins.

Transparency is key for us. Luno stores all crypto on a 1:1 basis and we have rigorous processes in place so you can be confident your investment is secure. We’re available in more than 40 countries around the world and we work closely with respective regulators in all of these markets to be fully compliant, as we believe this is the best way to help everyone, everywhere, invest safely.

Role Purpose

Your mission is to identify, pitch, and close new direct B2B accounts within your local market. You are a high-activity hunter focused on remittance companies, professional traders, family offices, and corporate treasuries. Success in this role is measured by the volume of new institutional clients you onboard and the revenue they generate in their first 90 days.

Key responsibilities

1. Local Market Prospecting & Hunting

• Proactively identify and engage high-potential B2B prospects in the local market, including remittance companies, professional trading firms, family offices, and corporate treasurers.

• Execute a high-volume outreach strategy (calls, meetings, and networking) to maintain a healthy and active pipeline of prospective direct clients.

• Qualify local inbound leads to ensure your time is spent on entities with significant trading volume and immediate intent.

2. Sales Execution & Deal Closing

• Deliver professional, technical sales presentations and proposals that clearly articulate Luno’s value proposition, liquidity depth, and institutional-grade security.

• Lead the end-to-end sales process from first contact to signed agreement, ensuring that commercial terms are met and prospects are successfully converted into active users.

• Work closely with local onboarding and compliance teams to ensure new accounts are activated and execute their "first trade" as quickly as possible.

3. Market Connectivity & Brand Presence

• Build and leverage a deep network within the local financial and digital asset ecosystem to generate referrals and build brand authority.

• Represent the company at local industry conferences and networking events to feed the top-of-funnel pipeline and keep a pulse on competitor activity.

• Partner with the local Country Manager to turn their high-level networking and "VIP" leads into closed-won B2B accounts.

4. Reporting & Commercial Discipline

• Maintain a rigorous, weighted pipeline (based on Monthly Recurring Revenue (MRR) or volume estimates) to provide the Head of Sales with high-confidence projections for upcoming months.

• Provide the Head of Sales with "on-the-ground" feedback regarding local competitor pricing, product gaps, and shifting customer sentiment to help refine the local sales and product strategy.

Key Performance Indicators (KPIs) for the Business Development Manager:

• New Account Activations: Number of newly onboarded and "activated" (first trade) B2B entities per month.

• Weighted Pipeline Value: Total MRR/Volume value of the pipeline based on probability stages.

• Actual vs. Forecast Variance: Ability to achieve the specific targets set in the previous month's report.