Business Development Lead, Lightning Labs
More information about location
Lightning Network infraastructure firm
Open for applications
Lightning Network infraastructure firm
21-100 employees
Open for applications
More information about location
21-100 employees
Company mission
To bridge the world of open source software and the next-generation of bitcoin financial software.
Role
Who you are
- 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
- 7–10+ years in business development, strategic partnerships, and/or solution-oriented enterprise sales at a fintech, payments, AI, or other relevant tech company
- Demonstrated track record of crafting GTM strategy and closing complex, multi-party commercial agreements
- Strong technical and product fluency: able to translate bitcoin/Lightning concepts (routing, liquidity, settlement, Taproot Assets/stablecoins, agentic payments) into clear commercial outcomes
- Fluency with frontier LLMs and AI tools and willingness to integrate them at every level
- Comfortable leading a small team and operating as a senior individual contributor
- Exceptional written and verbal communication; confident with C-suite, product, legal, and technical stakeholders
- Analytical, data-driven decision-maker; comfortable building ROI/TCO models and deal economics
- Ability to work autonomously across time zones; willing to travel for key customers and events
Desirable
- Public writings or talks on global payments, bitcoin/Lightning, AI, or stablecoins
- Deep network among exchanges, AI companies, PSPs, wallets, fintechs, and payment facilitators—especially in LATAM, Asia, or Sub-Saharan Africa
- Experience launching or scaling developer-led distribution and partner channels
- Familiarity with compliance considerations in crypto/payments and how they affect GTM
What the job involves
- 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
- 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
- Identify the most promising use cases and companies for Lightning, agentic payments, and stablecoins; prioritize accounts and partners with the highest network growth potential
- Collaborate with product and engineering on roadmap priorities and feature timelines given feedback from external customers and developers
- Design pricing, packaging, and deal structures aligned to product value (e.g., volume-based, tiered, usage-based, partner revenue shares)
- Personally lead and close strategic, multi-stakeholder deals with exchanges, AI companies, PSPs, wallets, fintechs, miners, and enterprise adopters
- 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
- Source and prioritize net-new partners and channels; develop joint GTM with key ecosystem players (processors, liquidity providers, compliance vendors, custody, and infra)
- Architect distribution flywheels (developer adoption → merchant enablement → payment volume) and unlock high-value corridors
- Connect customers’ business goals with the right technical integrations, integration partners, and liquidity resources
- Craft crisp, executive-ready materials (narratives, pitch decks, requests for proposals (RFPs), board/partner updates) that tie Lightning’s capabilities to business impact
- Represent Lightning Labs at senior-level meetings, conferences, and media/analyst engagements; contribute thought leadership that advances the category
Our take
San Francisco-based Lightning Labs is building infrastructure that enables users to send money across the world instantaneously and at a low cost through the Bitcoin network.
The company recently raised substantial funding which is being invested into a new infrastructure it's building called the ‘Taro Stablecoin Protocol’, which will ensure that transfers and transactions for Bitcoin will remain easy and efficient for everyone to access whilst creating cheaper charges.
Off the back of an impressive $70 million in funding awarded in April 2022, this new product is in a good position to succeed. The company has been soliciting feedback from the developer community on its proposal for Taro and can therefore use this feedback whilst further developing the product.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Apr 2022
$70m
SERIES B
Feb 2020
$10m
SERIES A
Total funding: $82.5m
Company HQ
Pacific Heights, San Francisco, CA
Leadership
Olaoluwa Osuntokun
(Co-Founder & CTO)Previously served as a Software Engineering Intern for Google and currently works as a Teaching Assistant UC Santa Barbara.
Elizabeth Stark
(Co-Founder & CEO)Previously taught at Stanford and Yale University and has advised startups ranging from decentralized technology to AI and was an entrepreneur-in-residence at Stanford StartX.
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