Borja Moll Calvo

Own full sales cycle (prospecting →discovery→solution design →contracting) selling a Web3 GTM platform to technical and business stakeholders. Delivered 132% of quota (Q3 2025), 101% (Q4 2025) and 117% (Q1 2026) through repeatable outbound+partner+ecosystem motion. Broke into new segments beyond core ICP (Stablecoins infra, DeFi, RWA), tailoring messaging and qualification criteria per vertical. Ran multi-threaded deals with top orgs (e.g., Solana, Kraken, Circle), aligning champion + economic buyer + operators.

First BD hired; owned GTM strategy and pipeline across the Americas and Europe, contributing $975K+ in revenue and 182% quota attainment. Led technical discovery and scoping with engineering/product teams to align wallet integration requirements, timelines, and success criteria. Led DeFi & Fintech vertical growth, onboarding clients like Jupiter, PancakeSwap, HelioPay and CoinDCX - contributed to 37% of new deals. Implemented mid-market post-sales playbooks that reduced churn 35.2% in 6 months and improved expansion readiness. Managed entire sales and post-sales cycle with top Web3 clients (e.g., Pump.fun, Mocaverse) and Web2 brands (e.g., eBay, Line, SK Telecom). Defined ICP and outbound strategy (segments, messaging, sequences), generating 42% of total sales after 12 months. Built a referral network of partners (e.g., Ethereum, Solana, Base) and VCs (e.g., Animoca, YZi Labs, CosenSys) driving 24% sales quota contributions. Attended to all major events in 2024 and early 2025. Key achievements: Drove revenue from under $1M to over $3M in 12 months.

Launched and led a Cardano DeFi-focused private investment fund, drove it from $20K to $500K.

Full-cycle B2B sales; exceeded quota 40%+ annually; average deal size $3M–$6M; led negotiation and closing with high-stakes stakeholders.

Managed all aspects of the business, including supplier negotiations, design, marketing, logistics and finance.