Remote first with offices available in Singapore - Full-time - Sales - Reports to the Head of APAC
About DFNS
Finance is moving onchain. Stablecoins, tokenized deposits, securities and funds are changing how money and assets are issued, held and transferred. The destination is a financial system where any asset can be issued, moved and governed onchain with the controls regulated institutions require. That shift needs a new foundation. Just as core banking systems manage accounts and ledgers today, financial institutions need a platform to manage digital assets. DFNS is that platform. Today, we secure hundreds of billions of dollars in assets every month for more than 500 clients worldwide.
Why this role
APAC is where some of the clearest regulatory frameworks for digital assets have been written, in Singapore, Hong Kong and Japan. Institutions there are moving from pilots to production. We have clients live across the region and a growing team in Singapore. You will be the senior commercial counterpart for those clients. In year one you will own net revenue retention for the regional portfolio, lead every renewal and expansion and build the account playbook the next hire runs.
Key Responsibilities
- Own a portfolio of institutional accounts across Asia Pacific as their senior commercial counterpart, from onboarding to renewal.
- Grow net revenue retention by finding and closing expansion into new products, volumes, entities and markets.
- Lead renewals and commercial negotiations so contracts stay aligned with how clients actually use the platform.
- Drive onboarding and adoption with Delivery and Solutions so clients reach production and scale on schedule.
- Run executive business reviews that tie DFNS usage to each client's business goals.
- Carry the voice of APAC clients into Product, Compliance and leadership.
- Turn satisfied clients into references and case studies, and represent DFNS at regional events.
Candidate Profile & Mindset
Must-haves
- Experience managing and growing enterprise accounts in financial services or fintech in Asia Pacific, with a record of renewals and expansion.
- Professional fluency in English.
- Technical fluency to discuss APIs, integrations, deployment models and controls with a client's engineers and compliance teams.
- Commercial negotiation experience across renewals, pricing and contracts.
- Comfort working with licensed institutions under regulators such as MAS, HKMA or the JFSA, and with their compliance stakeholders.
- Based in Singapore or Hong Kong, able to travel across the region and comfortable being the senior DFNS presence there, with afternoons overlapping Europe.
Nice-to-haves
- Mandarin, Cantonese and/or Japanese.
- Experience in digital assets, stablecoins, custody or payments infrastructure.
- Time at a core banking, payments or capital markets technology vendor.
- A network at APAC banks, payment companies or digital asset platforms.
How we work
We are a distributed company headquartered in Paris. Our teams work from Europe, the US and Asia, with offices in New York, Geneva, Dubai, Singapore, Hong Kong and São Paulo. We write decisions down so they survive time zones. We hold our own work to the standards our clients are held to. We hire people who can own an outcome end to end and we give them the room to do it.
Perks & Compensation
A competitive base salary set by role and location, a bonus or variable plan where the role carries one and stock options vesting over four years. Healthcare, flexible vacation, parental leave and a one-time home technology allowance, with travel expenses covered. A MacBook and the equipment you need to do your best work. Remote first, with an office if you want one.
Base salary range: $100,000-150,000
Hiring process
We aim to complete the process in 2 weeks and we tell you where you stand after every step.
Intro call with Co-CEO (30 minutes).
Personality and cognitive assessments, completed on your own time (45 minutes).
Focus interviews with the hiring panel in role-specific sessions (about 3 hours in total).
Reference calls and background checks.
If you need an accommodation at any point in the process, tell us and we will arrange it.
About DFNS
Dfns is a cybersecurity and wallet-as-a-service (WaaS) infrastructure provider powered by MPC (Multi-Party Computation). Dfns enables fintechs, banks, and Web3 apps to embed programmatic non-custodial crypto wallets directly into their applications.