• Identify, evaluate, and close partnerships with **VCs, market makers, hedge funds, quant firms, and strategic partners** to enhance liquidity and expand institutional adoption. • Lead Aster’s institutional growth strategy in the EU/EMEA, bringing in meaningful volume through both new and existing relationships. • Manage the full partnership lifecycle — from sourcing, negotiation, and onboarding to long-term relationship management and retention. • Work closely with **Product, Marketing, and Operations** teams to align institutional BD efforts with product roadmap, campaign initiatives, and exchange performance goals. • Represent Aster at **crypto conferences, investor roundtables, and institutional meetups** to promote brand visibility and strengthen industry ties.

• As BDR Manager, you will own the hiring and development of a team of highly motivated BDRs to build a qualified pipeline of potential customers and to help scale our APJ markets. This includes managing day to day operations, analytics, and strategy. • Coach, train, and develop reps on inbound and outbound strategies and techniques. • Work together with Country Manager and 1st and 2nd line sales leadership on pipeline development in their territories. • Partner with cross-functional teams, including field enablement, marketing, and revenue operations to ensure alignment and collaboration on sales initiatives and processes. • Analyze quarterly targets and forecast pipeline creation by demonstrating in-depth knowledge of BDR motions and conversion metrics. • Cover unassigned accounts as a player/coach whilst hiring, onboarding, and ramping new team members. • Collaborate with BDR leadership on sales territories, quotas, and goals, ensuring alignment with overall business objectives and global expansion. • Foster a people-first culture in your approach to leading your team and working with your stakeholders and customers.

• Exceed assigned revenue and profit goals quarterly and against an annual goal. • Establish relationships, customers, and opportunities in the assigned vertical as well as new markets when required, as guided by leadership. • Maintain and continually build relationships with customers and vendors. • Manage and provide a weekly pipeline of sales opportunities, quotes, and orders. • Develop opportunities and insight into this market category at the Headquarters or Programmatic level. • Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company. • Travel to vertical client locations and attend symposiums, conferences, tradeshows, and exhibitions, and conduct vendor ride-a-longs to cultivate sales opportunities. • Actively develop competitive and customer intelligence, and communicate market intelligence, opportunities, and threats to the company. • Provide price quotations and establish proper credit or contract terms, warranties, and delivery dates. • Learn and utilize internal systems for processing quotes and orders. • Recommend products to customers, based on customers' needs and interests. • Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports. • Assist Business Development Managers on similar tasks to completion. • Accurately process quotes that have been received either in writing, electronically, or by phone. • Develop a marketing strategy to access new contacts within the existing account base. • Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations, and dealer of records. • Conduct continuing market research on specific channels of business and assist in developing market strategy with both market and channel sales team members. • Develop and execute a comprehensive business development strategy to achieve revenue targets and expand the company's footprint within the DOD CBRN community. • Identify, qualify, and manage a pipeline of new business opportunities and contract bids. • Build and nurture relationships with government program and technical personnel, as well as key military stakeholders. • Lead the development of compelling and compliant proposals, working in close collaboration with internal teams. • Maintain a deep understanding of DOD programs, platforms, and acquisition processes, including contracting vehicles like GSA, ECAT, EMALL, and Prime Vendor schedules. • Represent the company at industry events, conferences, and military engagements to gain market intelligence and promote brand awareness. • Provide accurate sales forecasts and regularly report on business development activities and market trends.

• Exceed assigned revenue and profit goals quarterly and against an annual goal. • Establish relationships, customers, and opportunities in the assigned vertical as well as new markets when required, as guided by leadership. • Maintain and continually build relationships with customers and vendors. • Manage and provide a weekly pipeline of sales opportunities, quotes, and orders. • Develop opportunities and insight into this market category at the Headquarters or Programmatic level. • Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company. • Travel to vertical client locations and attend symposiums, conferences, tradeshows, and exhibitions, and conduct vendor ride-a-longs to cultivate sales opportunities. • Actively develop competitive and customer intelligence, and communicate market intelligence, opportunities, and threats to the company. • Provide price quotations and establish proper credit or contract terms, warranties, and delivery dates. • Learn and utilize internal systems for processing quotes and orders. • Recommend products to customers, based on customers' needs and interests. • Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports. • Assist Business Development Managers on similar tasks to completion. • Accurately process quotes that have been received either in writing, electronically, or by phone. • Develop a marketing strategy to access new contacts within the existing account base. • Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations, and dealer of records. • Conduct continuing market research on specific channels of business and assist in developing market strategy with both market and channel sales team members. • Develop and execute a comprehensive business development strategy to achieve revenue targets and expand the company's footprint within the DOD Air Force Installation and Mission Support Center. • Identify, qualify, and manage a pipeline of new business opportunities and contract bids. • Build and nurture relationships with government program and technical personnel, as well as key military stakeholders. • Lead the development of compelling and compliant proposals, working in close collaboration with internal teams. • Maintain a deep understanding of DOD programs, platforms, and acquisition processes, including contracting vehicles like GSA, ECAT, EMALL, and Prime Vendor schedules. • Represent the company at industry events, conferences, and military engagements to gain market intelligence and promote brand awareness. • Provide accurate sales forecasts and regularly report on business development activities and market trends. • Interface and effectively communicate with the management team, staff, customers, subcontractors, vendors, business partners, and suppliers. • Responsible for all aspects of the customer sales process including but not limited to phone calls, emails, quotations, and order entry. • Submit all required reports to management on time. • Weekly Sales Report. • Target & Opportunity Pipeline Report. • Expense Reports. • Maintain and update a Google calendar consisting of professional sales calls, in-person meetings, travel, and trade shows.