Role Description We’re looking for a BD / Solutions Engineer (Serverless) for a great blockchain's company: an infrastructure platform to launch, integrate, and secure Network Neutral Applications (nnApps) — the next generation of decentralized applications compatible with all blockchain networks, but free from their limitations. - Craft and implement comprehensive go-to-market strategies to drive product adoption and revenue growth. - Identify and pursue new business opportunities; build strong relationships with key design partners and clients, following through from lead generation to customer onboarding and maintenance. - Ensure customer satisfaction and success by providing ongoing support and identifying opportunities for upselling. - Work closely with marketing, product, and technical teams to create solutions that solve customer problems and align with market needs. - Interact with business, product, and engineering teams to drive pipeline development, secure lighthouse customers, and explore strategic partnerships. Qualifications - Minimum of 3 years in a technical sales, business development, or consulting role, with a focus on serverless compute and decentralized networks. - Deep understanding of serverless architecture, WebAssembly, distributed networks, and cloud-native computing. - Proven track record of closing strategic deals and acquiring customers. - Excellent verbal and written communication skills, with the ability to convey complex technical concepts to diverse audiences. - Strong analytical and problem-solving abilities, with a data-driven approach to decision-making. - Proven ability to build rapport with startup teams and enterprise customers. - Familiarity with open-source software used by startups and working knowledge of software development tools and methodologies. - Strong data-based storytelling skills, with a high degree of comfort speaking with web3 projects and enterprise customers. - Bachelor’s degree in Computer Science, Engineering, Business, or equivalent experience. Advanced degree is a plus. Requirements - Resume screening - Quiz - Interview Round 1 - Interview Round 2 / Final

• Own outbound prospecting across assigned accounts using a multi-channel approach (email, phone, LinkedIn) • Research and engage target accounts within defined ICPs and buying groups • Qualify prospects against agreed criteria and create sales-accepted opportunities • Partner 1:1 with named Account Executives on account-based outbound strategies • Ensure high-quality handoff of opportunities, including context, discovery notes, and validation • Maintain accurate activity, account, and opportunity data in CRM • Continuously iterate messaging based on AE feedback, win/loss insights, and market signals • What this role is NOT • A call-center, telesales, or high-volume dialling role • A closing or full-cycle sales position • An outsourced, freelance, or agency appointment-setting role

• Responsible for selling our IaaS & Cloud solutions. • Expand our market by strategically targeting new prospects within well‑defined vertical segments. • Convert prospects into Leaseweb customers. • Own the commercial relationship and sales process with potential clients (“new logos”). • Hand off clients to our internal support team. • Require a high degree of autonomy, energy, accountability, strong time‑management.

- Develop and implement sales activities and hit the sales targets to achieve growth and expand presence in assigned territory; - Sign up new partners (tour operators, travel agencies, travel management companies, OTAs) and provide them with extended training of our system; - Build and maintain a strong, long-lasting relationship with new and existing partners; - Account management of an assigned portfolio of partners, including the first level of support; - Follow-up with existing partners to provide system training and identify the ways to improve the cooperation; - Prepare, execute and manage the commercial deals with the partners, including the execution of required document flow and technical setup; - Control of compliance with commercial conditions by partners, including the payment flow; - Spend approximately 40% - 50% of your working time on business trips, including meetings with clients, industry events, and other business-related events; - Provide market & competitive environment analysis; - Provide regular comprehensive reporting through CRM and internal systems; - Initiate API deals with potential and existing partners.