• Responsible for developing significant amounts of new business • Maintaining long term relationships with current clients and allies • Develop and execute sales strategies to drive client acquisition • Effectively deliver Boston Analytical company presentation to prospective clients and current clients • Manage entire sales process from lead generation through conversion to active client • Maintain and grow (cross-selling / up-selling) existing accounts by regular interactions with clients • Prepare, submit, and negotiate pricing contracts to clients for services • Achieve sales revenue goals • Work collaboratively with fellow local and national team members • Diligently maintain CRM (Salesforce) data in real time • Collect and Provide market intelligence back to Leadership and Marketing Support marketing initiatives to foster company success

• Build and grow B2B partnerships in the sportsbook industry • Own lead generation, outreach, negotiations, and deal closure activities • Maintain a structured pipeline and reporting cadence • Coordinate internally to progress opportunities through commercial and technical stages • Represent the solution with partners during meetings, events, and visits

• Prospect and identify SMBs and Startups in US/Canada • Segment and pitch Marketing/Web and IT/Dev services • Qualify and close leads as the bridge between clients and global technical teams

Role Description We are seeking an Institutional BD Manager to drive our growth among high-velocity market participants in the CIS region. You will be the primary point of contact for hedge funds, family offices, and asset managers, bridging the gap between our world-class liquidity and the unique needs of the Eastern European and CIS institutional landscape. - Identify, pitch, and onboard top-tier institutional clients, including hedge funds, family offices, and proprietary trading firms within the CIS region. - Act as the strategic partner for our institutional clients, ensuring they have deep access to our liquidity, API infrastructure, and bespoke trading services. - Develop and execute a comprehensive business development strategy tailored to the Russian-speaking market, navigating local business nuances and institutional requirements. - Collaborate with our product and engineering teams to communicate client feedback, helping to shape our institutional suite (e.g., sub-account structures, custody solutions, and prime brokerage services). - Represent the exchange at key regional industry events and private institutional forums to build a high-trust network of decision-makers. Qualifications - You understand the language of high finance—specifically the requirements for slippage, latency, security, and reporting that institutional traders demand. - You possess a deep cultural and professional understanding of the CIS market, enabling you to build long-term, high-trust relationships with sophisticated investors. - You don't just "sell"; you consult. You understand how to map our technical capabilities to a fund's specific investment strategy. - You thrive in a high-stakes environment where your performance is measured by the growth of institutional volume and assets under management (AUM). Requirements - Native-level Russian fluency (written and spoken) and professional-level English. - 5+ years of experience in Institutional Sales, Business Development, or Prime Brokerage (Traditional Finance or Crypto). - An established network of contacts within the CIS hedge fund and family office ecosystem. - Strong understanding of exchange operations, including API connectivity, margin trading, and custody frameworks. - Ability to work effectively in a remote-first, fast-paced global team across various time zones.