Business Development Representative

About the role

The is responsible for acting as the initial point of contact with the market, identifying and qualifying high-potential accounts that align with the company's strategic objectives. This individual owns the full sales pipeline generation process, from first contact to opportunity handoff, ensuring a consistent flow of qualified meetings for the broader Sales organization. They own the responsibility of researching and mapping target accounts to uncover hidden needs and decision-making units within complex enterprise environments. The role requires a proactive hunter mentality, where the representative must independently source new leads across a variety of channels without direct supervision. They own the narrative of the BitGo value proposition, articulating how institutional-grade custody and digital asset infrastructure solves critical client problems. This position is an individual contributor role focused on execution, requiring a high degree of ownership over daily activities and personal development within the sales motion. The representative is an owner of the brand, ensuring every interaction reflects the professionalism and reliability that BitGo delivers to its institutional clients.

Key facts

What you'll do

• Source and initiate contact with prospective clients through cold calling, email outreach, and social selling on professional platforms to build a robust pipeline.
• Conduct in-depth research on target organizations to identify key stakeholders, business challenges, and potential alignment with BitGo's custody and trading infrastructure.
• Qualify leads based on predefined criteria, ensuring only high-intent and high-fit opportunities are escalated to the Sales team for conversion.
• Manage the entire sales workflow within Salesforce, meticulously logging all communications, touchpoints, and client interactions to maintain accurate records.
• Coordinate closely with the Marketing team to provide feedback on campaign performance and refine target lists based on real-world engagement data.
• Schedule and set the stage for sales meetings by handling initial discovery calls and demonstrating the foundational value of BitGo's regulated custody solutions.
• Monitor the competitive landscape, reporting insights on rival offerings and market positioning to inform strategic adjustments in outreach messaging.
• Utilize data and analytics to track personal performance metrics, such as response rates and conversion ratios, to iteratively improve sourcing strategies.
• Collaborate with cross-functional teams to ensure a unified approach when engaging with prospects in the digital asset and financial services sectors.
• Maintain a high standard of professionalism in all written and verbal communications, representing BitGo as a trusted and innovative leader in the custody space.
• Identify and penetrate existing relationships within target accounts, leveraging networking skills to expand the reach of BitGo's market presence.
• Support the execution of marketing initiatives and demand generation campaigns by providing frontline insights from direct prospect interactions.
• Adhere strictly to industry regulations and compliance standards in all client communications, ensuring all discussions regarding digital assets are accurate and responsible.
• Act as a subject matter expert on BitGo's product suite, capable of explaining the nuances of staking, trading, and financing to non-technical stakeholders.

Requirements

Eligibility for this role requires a minimum of two years of proven experience in sales, business development, or a related field within relevant sectors such as digital assets, financial services, fintech, or SaaS. Candidates must possess a deep and genuine enthusiasm for the digital asset industry, demonstrating curiosity and a commitment to understanding complex topics like protocols, tokens, staking mechanisms, and NFTs. Fluency in English is a strict requirement for this position, and proficiency in Arabic is noted as a significant advantage for engaging with specific market segments. The successful candidate must exhibit agility and a strong appetite for learning new products and technology, thriving in the fast-developing environment of blockchain finance. Experience with Customer Relationship Management tools, specifically Salesforce, is mandatory for tracking leads and maintaining CRM hygiene. Critical thinking, open communication, and an ownership mentality are non-negotiable attributes for success in this role. Recent, direct experience working within the Digital Assets or Crypto industry is a prerequisite that cannot be waived for this position.