About this role.
CertiK seeks a junior-to-mid-level Business Development Manager to generate pipeline and close security-services partnerships across the APAC Web3 market. The role owns the full B2B sales cycle, including outbound prospecting, technical discovery, proposals, price negotiation, contract execution, and account expansion. It requires familiarity with blockchain ecosystems and cybersecurity services, plus the ability to sell to both crypto-native organizations and traditional financial institutions entering digital assets. Professional English and Mandarin are required, while Cantonese and other Asian languages are advantageous. The successful candidate will collaborate closely with security engineering, solutions, delivery, and marketing teams while representing CertiK at regional industry events.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would segment prospects by buyer type, such as DeFi protocols, exchanges, tokenization platforms, and financial institutions launching digital-asset products. I would prioritize accounts based on security triggers, funding events, product launches, regulatory needs, and technical complexity, then use tailored multichannel outreach that connects their risks to CertiK's audit, monitoring, and compliance solutions.
I would position an audit as a risk-management and trust-building investment rather than a purely technical service. I would explain that independent review can help identify vulnerabilities before deployment, support governance and due-diligence processes, reduce potential loss exposure, and provide stakeholders with greater confidence in the product's security posture.
I map the buying committee early, identifying the economic buyer, technical evaluators, security owners, legal stakeholders, and procurement contacts. I confirm each group's success criteria, establish a mutual action plan with dates and owners, coordinate technical resources for discovery, and maintain momentum through documented next steps and regular executive-level alignment.
I would first clarify the underlying concern, such as budget, perceived scope, competing proposals, or urgency. I would reinforce the value through the prospect's risk profile and required outcomes, explore scope or delivery options with internal teams where appropriate, and avoid discounting without a clear commercial trade-off such as term length, expanded scope, or faster approval.
I continuously study the buyer's architecture, market developments, security incidents, and relevant regulatory context while partnering closely with technical subject-matter experts. In customer conversations, I am transparent about where an engineer should lead, ask informed discovery questions, and focus on accurately connecting technical capabilities to the customer's business and risk objectives.
Role Overview
CertiK is the global leader in Web3 and blockchain security. We are seeking a high-energy, target-driven Business Development Manager based in Hong Kong to accelerate our growth across the APAC region.
In this role, you will lead end-to-end sales cycles—from proactive outbound lead generation to closing deals for our suite of security solutions, including smart contract audits, penetration testing, formal verification, Skynet threat monitoring, and compliance services.
You will serve as a bridge between traditional financial institutions entering the digital asset space (Web2) and crypto-native projects (Web3), leveraging your regional market understanding and language capabilities to secure high-value security partnerships.
Key Responsibilities
Pipeline Generation & Outbound BD: Actively identify, prospect, and engage decision-makers (CTOs, Founders, Head of Web3/Digital Assets) across blockchain protocols, DeFi projects, RWA tokenization platforms, exchanges, and Web2 institutional entrants.
Full Sales Cycle Execution: Drive complex, multi-stakeholder sales cycles from initial outreach and technical discovery to proposal creation, price negotiation, and contract execution.
Enterprise & Institutional Sales: Engage traditional financial institutions, asset managers, family offices, and tech enterprises seeking institutional-grade security for their Web3 initiatives.
Cross-Functional Collaboration: Work closely with CertiK’s global security engineering, solutions architecture, delivery, and marketing teams to ensure smooth deal execution and client onboarding.
Account Expansion & Networking: Build long-term relationships with key accounts to drive renewals, audit add-ons, and monitoring subscriptions. Represent CertiK at local industry events, conferences, and ecosystem meetups.
Key Requirements & Qualifications
- Experience: 2–5 years of successful B2B sales or business development experience in Web3, blockchain security, cybersecurity, SaaS, or institutional fintech.
Domain Knowledge:
Strong familiarity with Web3 native ecosystems (EVM chains, Layer 1/Layer 2 protocols, DeFi, tokenomics, smart contract architectures).
Good understanding of Web2 cybersecurity fundamentals (e.g., penetration testing, code review, risk assessments).
Core Languages: Professional working proficiency (written and spoken) in English and Mandarin for regional collaboration and global client management.
Track Record: Proven ability to meet or exceed quarterly sales quotas through structured outbound outreach and consultative deal closing.
Language & Skills Bonuses (Highly Preferred)
Cantonese Advantage (Bonus): Native or full professional fluency in Cantonese is a strong advantage for localized Hong Kong institutional coverage, government/regulatory networks, and local Web3 builders.
Regional Asian Languages (Bonus): Proficiency in additional regional languages—such as Japanese, Korean, or Vietnamese, —is a significant bonus for driving APAC cross-border expansion or local market expansion.
Security & Audit Familiarity: Direct experience selling smart contract audits, penetration tests, or bug bounty services.
Regulatory Context: Understanding of Hong Kong’s digital asset licensing landscape (e.g., SFC VASP regulations, HKMA stablecoin frameworks).
Education: Bachelor’s degree in Computer Science, Cybersecurity, Finance, Business Administration, or a related field.
Compensation
Additional Information
This role must be performed outside the United States. We are unable to consider candidates who will work from within the U.S.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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