• Identify, create, and close new business opportunities across fintech, digital assets, and enterprise verticals. • Build and manage strategic partnerships with key industry players, from financial institutions to technology providers. • Collaborate with product and engineering teams to translate market needs into product direction. • Lead outbound initiatives, market research, and competitive analyses to support Utila’s growth strategy. • Represent Utila at industry events, conferences, and partner meetings. • Drive the full BD lifecycle - from prospecting to negotiation to long-term relationship management. • Track KPIs, pipeline progress, and market insights for leadership.

• Lead and develop a high-performing BDR team through hiring, onboarding, coaching, and continuous feedback, while acting as a hands-on player-coach when needed. • Own BDR-sourced pipeline performance, ensuring consistent quota attainment through strong outbound execution, inbound qualification, and high activity standards. • Define and optimize go-to-market execution by refining outbound strategies, messaging, account targeting, and qualification standards in close partnership with Sales and Marketing. • Drive operational excellence by enforcing best practices, maintaining accurate Salesforce data, and using performance metrics to identify trends and improvement opportunities. • Collaborate cross-functionally with Revenue Operations, Demand Generation, and Account Executives to improve workflows, campaign impact, and opportunity handoff quality. • Champion Rasa’s mission and platform, setting the standard for how the team represents the brand to enterprise prospects.

• The Business Development Analyst supports day-to-day activities associated with business development, proposal management, proposal writing, and capture. • Meticulously maintain company pipeline database and business capture document library • Pull agency forecasts on a recurring basis and assist with identifying opportunities to add to company pipeline database • When a new RFP is released - update calendars, update pipeline, fill in bid/no-bid form, schedule bid/no-bid meetings • Prepare agendas and other collaterals for weekly BD/Capture calls and opportunity review meetings • Attend weekly BD/Capture calls and opportunity review meetings, take notes, and update pipeline • Complete GovWin Searches/Runs and organize large batches of data in Excel • Provide supporting data to qualify opportunities during gate reviews • Research outreach events and marketing opportunities, maintain in database, and coordinate attendance • Maintain GOH company profile in federal agency vendor database systems • Develop and maintain partner and client contact database and assist with maintaining regular communication • Develop data calls to assist with capability/gap analyses • The essential functions described are not a comprehensive list of duties and responsibilities; additional tasks may be assigned.

• Develop the country, territory or region you have been assigned to including but not limited to converting leads into clients and acquiring and establishing business relationships with new partners • Actively hunt for trading professionals in all social and professional platforms/forums/blogs/communities with the aim of engaging them as clients/partners • Find the most effective/efficient local marketing channels to promote (in the most practical form) the company and its products • Assist in the onboarding of trading clients, Affiliates, IBs, Money Managers and other company partners and work closely with customer support to onboard new clients and provide an impeccable user experience to all clients • Work closely with marketing and back-office teams to prepare necessary sales/marketing content • Build and maintain solid relationships with prospective partners and proactively work to retain and reactivate clients and partners • Negotiate the terms of each partnership based on the existing rebate structures • Assist in the monitoring of affiliates and partners on a regular basis to optimize their activities and performance and work to ensure the Key Performance Indicators (KPIs) are met • Conduct regular market and competitor analysis and provide feedback on the customer journey to management • Enforce prudent approach and due diligence to the regulatory framework as per the company policies and ethics • Travel to conferences and business meetings where required