• Own the full sales cycle, from prospecting to closing deals ($250K+ average deal size). • Exceed revenue quotas through value-based solution selling. • Manage multiple opportunities while coordinating internal resources across various sales stages. • Expand market presence by identifying new opportunities and growing existing accounts. • Build and nurture client relationships through strategic networking and engagement. • Serve as a thought leader in AI, data, and analytics. • Partner with delivery teams to craft tailored, high-impact solutions. • Engage with C-suite executives, addressing their most critical business needs. • Leverage CRM insights to track sales performance, refine forecasts, and enhance pipeline visibility. • Foster a high-performance, entrepreneurial sales culture.

• Act as a strategic advisor and hands-on contributor to refine BD approach. • Strengthen deal flow quality and guide key partnership decisions. • Focus on high-impact activities—shaping sourcing strategy and supporting evaluation of top opportunities. • Advise on partnership structures, deal terms, and negotiation approaches. • Share insights on market trends and contribute to shaping Accelerator sourcing priorities.

• Identify, evaluate, and prioritize potential DeFi partners (protocols, DAOs, liquidity providers, and institutional players) that align with the protocol’s goals. • Manage the lifecycle of partnerships, from initial outreach to closing and ongoing relationship management. • Map and analyze the DeFi landscape to spot emerging trends, new protocols, and innovative business opportunities for Makina. • Develop and execute go-to-market strategies to expand Makina’s reach and drive adoption. • Represent the protocol at major events, forums, and governance discussions to build brand presence and source new opportunities. • Develop and execute comprehensive strategies to grow Makina’s Total Value Locked (TVL) by attracting both retail and institutional capital. • Monitor TVL metrics, analyze user behavior, and leverage data-driven insights to optimize growth tactics and address potential barriers to capital inflow. • Build relationships with institutional players to onboard large-scale liquidity.

DeVry University strives to close our society’s opportunity gap and address emerging talent needs by preparing learners to thrive in careers shaped by continuous technological change. Through innovative programs, relevant partnerships, and exceptional care, we empower students to meaningfully improve their lives, communities, and workplaces. Our colleague experience is an area of obsessive focus. At DeVry University, we care about you. Because, only through you can we deliver our unique Care Formula to our learners and partners. Overview As a Business Development Representative with DeVryWorks, you will build upon your foundational skills as a Business Development Representative to master advanced tools and scheduling approaches. Your primary responsibility will be to schedule high-quality meetings with existing and potential partner organizations while supporting Strategic Account Managers in driving activation activities. This role will also prepare you for a future as a Strategic Account Manager by giving you hands-on experience in running discovery calls, supporting and managing activation events, and maintaining a small portfolio of accounts. Additionally, you will mentor junior team members, sharing your expertise and helping them develop their skills. Strong communication skills, a strategic mindset, and the ability to foster and maintain relationships with key decision-makers are essential. Responsibilities - Advanced Prospect Identification: - Utilize advanced B2B techniques to identify and assess potential partner organizations' compatibility with our strategic objectives and values. - Conduct in-depth research on companies, C-Level executives, business trends, and competitive intelligence to craft detailed, strategic communication plans. - Enhanced Outreach and Relationship Building: - Initiate and maintain contact with prospective partners through diverse channels, including phone calls, emails, and sophisticated selling tools. - Build and sustain relationships with key decision-makers, deeply understanding their needs and aligning our offerings to create mutual value. - High-Quality Meeting Scheduling: - Schedule high-quality meetings between our strategic account management team and key stakeholders from potential partner organizations. - Master scheduling tools and techniques to optimize calendar coordination, propose detailed meeting agendas, and ensure efficient logistical arrangements. - Discovery Calls: - Begin running discovery calls with prospective partners to identify their needs and potential fit with DeVryWorks’ offerings. - Gather and document critical insights from these calls to support the development of tailored partnership proposals. - Partner Management and Activation Support: - Collaborate closely with internal partners to ensure the smooth implementation and ongoing success of established partnerships. - Support and occasionally lead activation events, both virtual and in-person, to drive awareness and engagement with key leaders and their teams. - Portfolio Management: - Maintain a small portfolio of accounts, managing relationships and ensuring partners are satisfied with DeVryWorks’ services. - Act as the primary contact for these accounts, providing consistent support and identifying opportunities for growth and improvement. - Reporting and Analytics: - Responsible for meeting quotas related to conducting outreach consistently and completed discovery meetings that lead to activation outcomes. - Provide regular updates to management on progress, challenges, and opportunities, using advanced reporting tools and techniques. - Mastery of Tools and Resources: - Achieve proficiency in CRM software and other relevant tools for pipeline management to drive efficiencies and strategic outreach. - Leverage available resources to enhance business development activities and support overall account growth strategies. Qualifications - 1 - 3 years of B2B sales experience or in a similar role, with a proven track record of success. - Bachelor's degree in sales, marketing, or a related field. - Demonstrated experience in business development, sales, partner development, or a similar role, preferably in the education or corporate training industry. - Strong understanding of the higher education landscape and emerging trends. - Excellent communication and interpersonal skills, with the ability to build rapport with diverse stakeholders. - Proven ability to close deals and achieve business development targets. - Ability to establish credibility with senior-level executives by identifying, understanding, and communicating market opportunities. - Exceptional organizational skills and attention to detail, with the ability to plan and prioritize daily tasks/responsibilities to drive outcomes consistently. - Advanced proficiency in using CRM software and other relevant tools for pipeline management. - Ability to work independently and collaboratively in a fast-paced, dynamic environment. This role will not be engaged in (i) recruitment activities, including targeted information dissemination to individuals, solicitations to individuals, contacting potential enrollment applicants, and aiding students in filling out enrollment application information and/or (ii) services related to securing financial aid, including completing financial aid applications on behalf of prospective students (including activities which are authorized by the Department of Education such as the FAA access tool, which can be used to enter, correct, verify, or analyze financial aid application data). This position is eligible for an annual incentive bonus. *This job will be posted for 30 days from the posting date. DeVry University offers benefit options for full-time colleagues, including: - 401k with up to 6% company match - Tuition assistance and career development opportunities - Flexible and remote work options - Comprehensive health coverage (medical, dental, vision, and mental health) - Generous paid time off, including parental leave and volunteer time off Benefits vary based on employment status. We believe that a vibrant and collaborative workplace is essential to our educational mission and the success of our community. We are committed to a workplace environment where all colleagues feel valued, respected, and supported.