• Lead and manage a team of BDRs to achieve and exceed quarterly performance goals • Drive accountability, consistency, and execution across all outbound sales activities • Establish a culture focused on professionalism, urgency, responsiveness, and continuous improvement • Identify and develop top performers while proactively managing underperformance • Conduct regular performance reviews, coaching sessions, and improvement plans • Ensure the team consistently meets outbound activity expectations across calls, emails, follow-ups, and prospecting coverage • Monitor daily outbound activity, engagement rates, talk time, and pipeline generation metrics • Improve conversion performance from: - Conversations → Meetings Scheduled - Meetings Scheduled → Meetings Completed - Meetings Completed → Proposal Opportunities • Continuously refine messaging, objection handling, scripts, and outreach strategies based on performance data • Conduct weekly 1:1 coaching sessions with every BDR • Review recorded calls and provide structured coaching around qualification, objection handling, and conversion effectiveness • Participate in live call blocks and real-time coaching sessions • Support ongoing enablement around: - Industry knowledge - Product positioning - Sales messaging - AI tools and workflow optimization • Ensure accurate and timely CRM usage across the team • Maintain high standards for: - Activity logging - Notes and follow-up tracking - Deal hygiene - Lead routing and SLA adherence • Monitor dashboards and reporting to identify risks, trends, and opportunities early • Maintain alignment with Account Executives and leadership on meeting quality and pipeline standards • Quota Metrics • 180 Team Intro Meetings Completed • 120 Proposals Sent • 70% of BDRs Achieving Individual Goal

• Convert leads into active users and strategic partners; • Conduct meetings with decision-makers to understand their needs and position our services as the best solution. • Lead negotiations, address client concerns, and secure agreements with prospective clients. • Build and maintain strong, long-term relationships with clients to foster repeat business. • Your ability to creatively identify new opportunities, build relationships, and close deals independently will be a key factor in your success and growth in this role. Taking initiative to expand our client base beyond the provided leads is highly valued and rewarded.

• Develop and execute the merchant acquisition strategy for your region. • Build and manage a pipeline of qualified merchant opportunities. • Prospect, approach, and acquire new merchants through outbound and relationship-driven sales. • Own the full sales cycle from initial outreach to signed agreement and successful onboarding. • Identify high-value merchant opportunities across multiple industries. • Work closely with Product, Marketing, and Operations teams to ensure successful merchant launches. • Drive merchant activation and increase transaction volume after launch. • Develop local partnerships and co-marketing initiatives that accelerate merchant acquisition. • Represent GoBTC Pay at business events, conferences, and networking opportunities. • Continuously gather market intelligence and competitor insights. • Report pipeline health, sales forecasts, and commercial performance to leadership.

• Identify, engage, and close partnerships with banks, digital wallets, fintech companies, payment providers, and crypto platforms. • Build and manage a targeted pipeline of strategic accounts. • Own the entire business development cycle, from outreach through signed agreements and successful launch. • Lead commercial negotiations with senior decision-makers. • Coordinate API integration projects with Product and Engineering teams. • Develop business cases and commercial proposals tailored to each partner. • Collaborate with Legal and Compliance throughout the partnership process. • Launch joint go-to-market and co-marketing initiatives with partners. • Monitor partner performance and identify opportunities to increase transaction volume. • Represent GoBTC Pay at industry events and executive meetings. • Provide market insights and partnership feedback to leadership.