Business Development Representative

About the role

The is a pivotal frontline role focused on initiating and owning the end-to-end prospecting lifecycle for digital asset infrastructure sales in the Middle East. This position is responsible for generating a robust pipeline of qualified opportunities by leveraging strategic outreach and market intelligence specific to the Saudi Arabian and Qatari markets. The hire will act as the critical bridge between BitGo's high-value product suite and enterprise demand, ensuring that every interaction advances the sales funnel with precision. Success in this role requires a relentless focus on identifying, engaging, and advancing high-potential accounts that align with BitGo's institutional client profile. The representative will own the narrative of BitGo's market leadership by articulating value through the lens of security, compliance, and operational resilience. This is a hunter-focused position where the daily outcome is measured by the volume and quality of meetings booked for the broader Sales organization. Ultimately, the role is designed to fuel sustainable growth by converting interest into opportunity within the rapidly evolving digital asset landscape.

Key facts

What you'll do

• Execute a targeted outbound prospecting strategy utilizing digital channels, professional networking, and cold outreach to identify new business opportunities within Saudi Arabia and Qatar.
• Conduct in-depth research on target organizations, mapping key decision-makers and understanding their digital asset infrastructure priorities, compliance needs, and treasury objectives.
• Engage with marketing initiatives to refine campaign performance, analyze lead sources, and provide actionable feedback to optimize future demand generation efforts.
• Qualify leads against ideal customer criteria, assessing budget, authority, need, and timeline to ensure only high-probability opportunities are escalated to the Sales team.
• Schedule and coordinate introductory discovery calls and executive meetings, aligning with Sales leadership to secure high-quality booking slots in the pipeline.
• Maintain meticulous records of all prospect interactions, updating Salesforce with accurate contact details, engagement histories, and deal stages to uphold CRM hygiene standards.
• Collaborate cross-functionally with Marketing to analyze campaign ROI, refine messaging, and develop targeted account lists for specialized outreach sequences.
• Monitor industry trends, competitor activity, and regulatory shifts in the digital asset space to inform strategic selling points and objection handling.
• Articulate BitGo's value proposition around regulated custody, institutional-grade security, and comprehensive digital asset solutions to resonate with C-level and technical stakeholders.
• Partner with Sales and Marketing teams to iterate on campaign playbooks, ensuring alignment on messaging, target personas, and go-to-market sequencing for maximum impact.
• Identify and nurture relationships within key financial and technology ecosystems, establishing BitGo as a trusted advisor long before a formal procurement process begins.
• Track pipeline metrics rigorously, providing transparent reporting on activities, forecasts, and barrier analysis to support data-driven sales adjustments.
• Leverage digital tools and platforms to automate repetitive outreach tasks, enabling scalable engagement without compromising personalization.
• Represent BitGo at relevant industry gatherings, virtual forums, and local events to elevate brand awareness and capture passive interest in the region.

Requirements

• Bring two or more years of proven experience in sales, business development, or a customer-facing growth role within digital assets, financial services, fintech, or SaaS environments.
• Demonstrate a fervent enthusiasm for the digital asset industry, coupled with a rapid curiosity for emerging concepts such as blockchain protocols, tokenomics, staking mechanisms, and NFT ecosystems.
• Communicate fluently in English, with the capability to engage in professional discussions and negotiate terms in this language across all mediums.
• Show an energetic disposition and an appetite for mastering new products, technologies, and sales methodologies within a fast-paced, evolving regulatory environment.
• Utilize CRM tools such as Salesforce with proficiency, ensuring data integrity, consistent logging, and adherence to established pipeline management protocols.
• Exhibit critical thinking, open communication, and a strong ownership mentality, taking full responsibility for assigned accounts and outcomes.
• Thrive in a market-sensitive context where adaptability, resilience, and discretion when handling confidential financial information are paramount.
• Prior experience operating within the Digital Assets or Crypto industry is preferred, providing contextual familiarity with institutional buyer expectations.
• Meet the practical notes regarding engagement structure and geographic focus as outlined in the source documentation.