Company - developer of blockchain-based products.

We have created a platform for working with digital financial assets for major Russian banks. We have also implemented a number of other large-scale projects. We are growing and are now looking for a Business Development Manager.

Role and Responsibilities:

• You will be responsible for the full sales cycle – from qualification to contract closing, as well as participating in ensuring the profitability of sold projects.
• Main responsibilities:
• Attraction and Pipeline: Active search and attraction of new clients in the financial sector: incoming requests, cold calls, working with our own database and handling incoming leads.
• Deal Management:
• Conducting online meetings and product presentations, identifying the deep needs of financial organizations.
• Conducting negotiations, preparing commercial proposals.
• Engaging with multiple roles in parallel (Decision Makers, Influencers, Technical Experts) to build a complete stakeholder map.
• Process Discipline:
• When closing a deal, it will be necessary to go through the client's internal approval processes for procurement: Information Security, Risks, Procurement, Finance Department.
• Preparation of tender documentation, working with RFI/RFP.
• Administration and Planning:
• Managing the full deal cycle in CRM.
• Forecasting the pipeline and meeting individual sales targets.
• Punctuality and legal/documentary discipline: documenting agreements, keeping minutes, timely communication with the client.
• Preparation of tender documentation for participation in competitive procurement.

Candidate Requirements:

• Mandatory Experience:
• B2B/Enterprise Sales Experience: From 3 years in the financial sector (Banks/Brokers/Depositories/Asset Management Companies).
• Closed Deals: At least 3 completed enterprise deals with a long cycle (3–9+ months), with proven personal contribution to closing.
• Product: Experience selling IT products or projects, PaaS/SaaS or On-Premise solutions.
• Processes: Deep understanding and successful experience in completing deals that go through Information Security/Risks/Procurement processes.
• Technical Literacy: Basic pre-sales literacy and the ability to form an understanding of a complex product during the first contact.
• Strategic Thinking: Ability to analyze the client's structure, strategy, and priorities to build a sales and upsell process.
• Proactivity and Self-Organization: Ability to independently find and qualify clients.
• Complex Negotiation Skills: Ability to handle objections from decision-makers and influencers.
• Skill in conducting in-depth research of client activities and strategies to gather information.
• Will be a plus:
• Experience selling Information Security/Infrastructure solutions (e.g., hardware-software complexes).
• Basic understanding of custodial services, blockchain, and the digital asset market.