• Develop Client Relationships: Work directly within custodial distribution channels in their branches to develop relationships and business flows. • Build Networks: Develop relationships with custodial distribution relationship financial consultants in their branches through seminars and other activities. • Travel: Travel is generally limited to Los Angeles and surrounding areas.

• As a Business Development Tech Executive, you will identify and cultivate new business opportunities to drive revenue growth for our STS organization. • Aggressive pursuit of targeted Enterprise accounts with designated territories. • Execution of Total Sales strategies to move targeted prospects to active opportunities. • Prepare for consultative engagement with prospects through diligent and thorough research. • When appropriate, effectively collaborate with Staples office products Key Account Managers, Business Development Executives, and other Staples Category sales teams. • Work with Sales Support Team to improve customer response times. • Provide input to sales leadership regarding new potential programs and initiatives. • Communicate effectively with C Level executives within our customer base, prospects and also work directly with our vendor partners at a senior executive level.

• Routine and Productivity Management: You will be responsible for organizing and planning your prospecting, qualification and follow-up activities in HubSpot, keeping the CRM up to date and maintaining the discipline required for remote work. • Active Prospecting: Maintain a consistent volume of activities, with a predominance of calls, complemented by emails and WhatsApp. • Consultative and Personalized Approach: Build rapport with interlocutors, creating human connections that facilitate conversation and overcome resistance. • Overcoming Objections: Handle common objections such as "I already have a supplier" or "long contracts", using solid arguments about Flash's differentiators and the value of the solution. • Opportunity Prioritization: Prioritize leads with the greatest potential, focusing on the early hours of the day for high-impact contacts and ensuring effective cold outreach.

• Take immediate ownership of the European market, replacing previous coverage and scaling the team through recruitment and mentorship of junior BDRs. • Proactively identify, qualify, and close new enterprise partnerships within European financial hubs, targeting Tier-1 banks, asset managers, and digital asset firms. • Spearhead the development and execution of Blockstream's GTM strategy tailored specifically to the European regulatory and institutional landscape. • Leverage a deep existing network to drive joint initiatives with executive stakeholders, navigating complex sales cycles from initial outreach to final agreement. • Partner with our Solutions Architects and global commercial teams to ensure technical alignment and translate regional market intelligence into product requirements. • Manage the end-to-end negotiation process for MOUs, LOIs, and partnership agreements, ensuring terms align with Blockstream’s long-term Bitcoin-native vision. • Act as the primary face of Blockstream at major European industry events and conferences to cultivate strategic opportunities.