Business Development Manager (EST)

Details

• Develop and execute the sales strategy for one or two strategic business pillars.
• Identify, prospect, and engage high-quality outbound leads.
• Build relationships with financial institutions (banks, trading firms, asset managers, exchanges) and ecosystem partners.
• Lead discovery meetings to understand customer challenges and identify opportunities.
• Accurately qualify opportunities and forecast pipeline.
• Own the end-to-end sales cycle from prospecting through signed contracts.
• Originate, lead, and close Canton Foundation Development Fund opportunities.
• Work closely with Sales Engineers to scope technical engagements.
• Ensure contracts accurately capture project scope and customer expectations.
• Maintain accurate pipeline and opportunity data within HubSpot.
• Ensure a smooth transition from Sales to Delivery after contracts are signed.
• Build long-term relationships within the Canton ecosystem and broader blockchain and traditional finance industries.
• Represent Obsidian Systems at industry conferences, networking events, and client meetings.
• Continuously improve sales processes, tooling, and reporting.
• 7+ years in enterprise sales or business development, with a track record closing complex six and seven figure engagements.
• Experience selling to financial institutions (banks, exchanges, asset managers, trading firms, or market infrastructure firms) at senior/executive level.
• Demonstrated success managing complex, six to 12 month B2B sales cycles.
• Experience sourcing and closing outbound opportunities.
• Strong commercial negotiation skills.
• Excellent communication and relationship-building abilities.
• Experience working cross-functionally with technical teams.
• Ability to travel for conferences and customer meetings when required; East Coast US preferred.
• Digital asset or blockchain experience in a capital markets context (tokenization, DLT, market infrastructure).
• Familiarity with the Canton Network ecosystem.
• Experience working with developer-focused products or technical consulting services.
• Experience using HubSpot or similar CRM platforms.
• Existing network within capital markets or digital asset institutions.
• We take full ownership of our responsibilities while supporting the people around us. We believe accountability creates trust, and clear ownership allows teams to move quickly without stepping on one another's work.
• We aim to understand problems deeply rather than treating symptoms. We ask questions, challenge assumptions, and make unknowns explicit so we can build durable solutions instead of temporary fixes.
• We communicate openly and early. Raising risks before they become problems helps our team and our clients make better decisions. We value transparency over avoiding uncomfortable conversations.
• Many of the challenges we solve have never been solved before. We don't wait for perfection, we start, learn, iterate, and move forward. Progress comes from taking the next concrete step.
• A mandate to build. You will be one of the first dedicated Sales hires, shaping the playbook rather than inheriting one.
• Work at the center of capital markets’ move onto new infrastructure, selling with the credibility of an engineering firm already running production systems for these institutions.
• A remote-first culture with a globally distributed team.
• High ownership and autonomy with the opportunity to shape how we grow.
• The chance to work alongside experienced engineers, researchers, and industry leaders solving complex technical challenges.
• Exposure to cutting-edge blockchain technologies and enterprise clients.
• Opportunities to attend industry conferences and grow your network across the capital markets and blockchain ecosystems.
• Competitive compensation based on experience and location.