• Develop and implement growth strategies to target key markets and verticals. • Identify and pursue new business opportunities through networking, cold outreach, referrals, and inbound leads. • Analyze market trends and competitor activities to inform business strategy. • Own and manage the full sales cycle: prospecting, pitching, negotiating, and closing deals. • Build strong relationships with decision-makers across industries and present tailored business solutions. • Create proposals, RFP responses, and sales presentations aligned with client needs. • Develop long-term partnerships with new and existing clients, ensuring ongoing satisfaction and retention. • Act as a point of contact for escalations, ensuring issues are resolved efficiently and professionally. • Maintain a customer-centric approach, aligning solutions to client pain points and objectives. • Collaborate with marketing to align outreach campaigns and lead generation initiatives. • Work closely with internal teams (e.g., Product, Operations, Customer Success) to deliver seamless solutions. • Maintain up-to-date records in CRM systems (e.g., Salesforce) and generate regular sales reports and forecasts. • Mentor junior team members such as BDRs and SDRs, helping to develop their sales and outreach skills. • Contribute to refining internal processes to improve lead conversion and sales effectiveness.

• Develop and implement growth strategies (in collaboration with internal teams), participate in business meetings, and continually evaluate existing operating procedures to increase margin and revenue. • Manage contract development and the negotiations process with new and existing large, complex clients. • Understand financial models and data analytics to assess areas of growth and development of opportunities. • Assist with budget development and provide support for new/existing growth initiatives. • Responsible for proactive client management, client growth and retention, and opportunity development in collaboration with internal teams. • Be a champion for growth with field personnel and through participation/leadership with technical teams and any subsequent projects. • Actively assessing and developing new growth opportunities through expansions to new clients, markets, acquisitions, and new solution offerings. • Maintain professional working relationships with clients. • Coordinate with other Woolpert employees to share best practices. • Demonstrated excellence in leading cross-functional teams including project managers, technical leaders, and support staff. • Be a team player, both internally and externally. • Share best practices and foster a culture of collaboration and innovation. • Support recruitment of key talent to strengthen Woolpert’s utilities team.

• 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 Asia, 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.

• Utilize email, phone, and social media channels to engage potential customers and build relationships. • Research and qualify leads based on defined criteria, ensuring prospects align with our ideal customer profile. • Proactively manage a pipeline of qualified prospects to meet or exceed activity and meeting goals. • Book discovery calls and demos with Account Executives, ensuring seamless handoff and alignment. • Maintain accurate and up-to-date records of interactions and lead data in the CRM system. • Stay informed about SaaS industry trends and competitors to identify new opportunities and tailor messaging. • Work closely with the sales and marketing teams to align outreach strategies and optimize lead generation efforts.