Business Development Manager (EST)

Obsidian Systems is a software engineering consultancy that builds production systems for capital markets and other regulated industries. They are seeking a Business Development Manager to originate new business with financial institutions, manage the sales lifecycle, and build partnerships within the Canton ecosystem.

Responsibilities:

• Develop and execute the sales strategy for one or two strategic business pillars
• Identify, prospect, and engage high-quality outbound leads
• Build relationships with financial institutions (banks, trading firms, asset managers, exchanges) and ecosystem partners
• Lead discovery meetings to understand customer challenges and identify opportunities
• Accurately qualify opportunities and forecast pipeline
• Own the end-to-end sales cycle from prospecting through signed contracts
• Originate, lead, and close Canton Foundation Development Fund opportunities
• Work closely with Sales Engineers to scope technical engagements
• Ensure contracts accurately capture project scope and customer expectations
• Maintain accurate pipeline and opportunity data within HubSpot
• Ensure a smooth transition from Sales to Delivery after contracts are signed
• Build long-term relationships within the Canton ecosystem and broader blockchain and traditional finance industries
• Represent Obsidian Systems at industry conferences, networking events, and client meetings
• Continuously improve sales processes, tooling, and reporting

Requirements:

• 7+ years in enterprise sales or business development, with a track record closing complex six and seven figure engagements
• Experience selling to financial institutions (banks, exchanges, asset managers, trading firms, or market infrastructure firms) at senior/executive level
• Demonstrated success managing complex, six to 12 month B2B sales cycles
• Experience sourcing and closing outbound opportunities
• Strong commercial negotiation skills
• Excellent communication and relationship-building abilities
• Experience working cross-functionally with technical teams
• Ability to travel for conferences and customer meetings when required; East Coast US preferred
• Digital asset or blockchain experience in a capital markets context (tokenization, DLT, market infrastructure)
• Familiarity with the Canton Network ecosystem
• Experience working with developer-focused products or technical consulting services
• Experience using HubSpot or similar CRM platforms
• Existing network within capital markets or digital asset institutions