Binance CMO Rachel Conlan on Pushing Crypto into Mainstream

Rachel Conlan’s career journey has been anything but conventional. With over two decades of experience spanning marketing, media, and entertainment, Conlan now serves as the Chief Marketing Officer of Binance, one of the world’s leading cryptocurrency exchanges. Starting her career in the world of advertising, she honed her skills working with global Fortune 500 brands and guiding legacy companies through digital transformations.

In this interview, Conlan delves into her strategic approach to scaling Binance’s global marketing efforts, her insights on empowering women in crypto, and her mission to foster a more inclusive and decentralized financial ecosystem.

Can you share a bit about your background before joining Binance? How you made the switch to the crypto space?

Certainly! Before joining Binance, I spent over 20 years working across various industries, primarily focusing on marketing, media, and entertainment. My career began in advertising, which was an intense, fast-paced environment — perfect preparation for the crypto industry. From there, I worked with major global brands in the luxury and traditional banking sectors, helping them undergo digital transformations.

Eventually, I joined the Creative Artist Agency, one of the world’s largest sports and entertainment agencies, which is where I was first introduced to the world of crypto. Around five and a half years ago, during what felt like a gold rush in the crypto space, fintech and blockchain firms were looking for ways to establish cultural programs and reach new audiences.

I got the chance to work with founders of leading exchanges and platforms, which gave me a front-row seat to the evolution of this industry. It was fascinating to see how crypto was not only disrupting traditional finance but also redefining how we think about ownership and financial freedom.

That experience ignited my passion for this space because I genuinely believe in the transformative potential of blockchain technology. There’s a bigger mission at play here, one that’s about more than just financial transactions — it’s about democratizing access to financial tools and empowering individuals. I joined Binance two years ago, initially as the VP of Marketing, and after a year, I was honored to take on the role of Chief Marketing Officer.

How has your experience in “traditional” industries influenced your approach at Binance?

My background has been incredibly beneficial in shaping my approach to marketing in the Web3 space. One of the things that stood out to me when I joined Binance was how user-obsessed we are. In the world of traditional digital marketing, working with brands that had hundreds of millions of users taught me the importance of scalability and data-driven strategies. At Binance, we’re leveraging those lessons to optimize our user engagement.

For instance, we just crossed 238 million users globally, and my goal is to help us reach one billion users. Achieving that requires us to think differently about marketing. It’s not just about broadcasting a message but about building a genuine community. One of the key elements that sets crypto apart is its community-driven nature. At Binance, we rely heavily on insights from our users, leveraging data to inform everything from our product development to our marketing campaigns.

But it’s also about staying agile. Legacy brands often become bogged down by bureaucracy, which slows down innovation. In contrast, the crypto space moves at lightning speed. For example, if we notice something isn’t resonating with our users — like a trader competition that’s not performing as expected — we immediately dive into the data, adjust our strategy, and pivot, sometimes even on the same day. That agility is crucial because we’re constantly evolving, and we need to stay connected with our community to remain a leader in this industry.

What are some challenges you’ve observed for newcomers, especially women, entering the crypto industry?

The biggest challenge is often the culture shock. The crypto industry has its own unique set of terminologies and an incredibly fast-paced environment that can be intimidating for newcomers. I remember when I first started immersing myself in this space about six years ago, I found the vernacular overwhelming. But once you get past that initial learning curve, you realize that it’s not as complex as it seems. It’s just a matter of understanding the basics and then building on that foundation.

For women, the challenges are even more nuanced. Historically, industries like tech and finance have been male-dominated, and that extends to crypto as well. However, one of the things I love about this industry is that it’s starting to change. We’re seeing more women take on leadership roles, not just at Binance but across the board. At Binance, we are making conscious efforts to create an inclusive environment where diverse voices are valued.

One of the initiatives I’m particularly proud of is our focus on educating women in the crypto space. Last year, during Binance Blockchain Week, we launched a program in Istanbul aimed at educating women on how to responsibly engage with crypto. Our goal is to onboard 500 women by mid-2025, teaching them how to trade, invest, and take control of their financial future.

So far, we’ve reached the halfway mark, and it’s inspiring to see the impact, especially when I hear stories like that of a 65-year-old woman who turned a small investment into a significant return and then helped her friends get involved.

How do you personally stay balanced while leading such a high-pressure role?

It’s definitely a challenge, especially with the demands of a global role and a young family. I’ve learned the importance of prioritizing my well-being, even if it’s just a quick workout in the morning. It helps clear my mind and set a positive tone for the day. I’m also very intentional about how I spend my time. Delegation is key — I have an incredible team of 235 people who are much smarter than me in many areas, so I trust them to execute our vision.

Staying grounded and being able to recharge is crucial because this industry moves fast, and it can be easy to burn out if you’re not careful. I believe that taking care of myself ultimately makes me a better leader, allowing me to make clearer decisions and support my team more effectively.

Binance has been a key player in the crypto industry. How do you balance influencing both users and regulators?

It’s a delicate balance, but it’s one we take very seriously. As the largest crypto exchange, we have a responsibility to set the standard for the industry. Our approach is to engage proactively with regulators, even in regions where regulations are still evolving. Our compliance team is over a thousand strong, and we dedicate a significant amount of resources to ensure that we are not only compliant but also leading the conversation on best practices.

In markets where regulations aren’t yet defined, our team works directly with governments and regulatory bodies to help shape the frameworks. We believe that by taking a collaborative approach, we can help build a safer and more sustainable ecosystem. It’s not just about compliance for the sake of compliance — it’s about protecting our users and ensuring the long-term viability of the industry.

On the user side, we remain deeply committed to community engagement. We host over 1,500 events annually, including Binance Blockchain Week, where we bring together thought leaders, regulators, and users. These events are crucial for bridging the gap between regulators and the crypto community, allowing for open dialogue and collaboration.

Education seems to be a recurring theme in your strategy. Can you elaborate on your initiatives?

Education is at the heart of everything we do at Binance. To unlock the full potential of this industry, we need to focus on educating users at all levels. That’s why we invest heavily in platforms like Binance Academy, which has reached over 23 million readers. It’s designed to simplify complex topics and make them accessible to everyone, whether they’re complete beginners or seasoned traders.

In addition to our academy, we’re leveraging partnerships with influencers and Key Opinion Leaders to reach wider audiences. For instance, we collaborated with Pierre Gasly, Alpine F1 driver and an early adopter of crypto, to create content that demystifies crypto investments and addresses common misconceptions, such as the idea that crypto is a Ponzi scheme.

We also have an Angels program, where volunteers help onboard new users and answer their questions on platforms like Telegram and Discord. This grassroots approach has been incredibly effective in fostering a supportive community.

Finally, what advice would you give to women aspiring to leadership positions in the crypto space?

My advice is threefold. First, do your own research. The tools are out there, and a foundational understanding is crucial. Second, network relentlessly. Attend events, meet people, and don’t shy away from reaching out to others in the industry. The crypto community is very open, and people are usually happy to share their experiences.

Lastly, take the leap. Don’t wait for the perfect job or the perfect opportunity — it doesn’t exist. Be fearless, take that first step, and immerse yourself in the industry. Build your network, join associations, and keep pushing forward. The crypto world is built on community, and there’s always room for those willing to contribute.