[Hiring] Business Development Manager @Obsidian Systems

Role Description

As a Business Development Manager, you will sell complex engineering engagements to banks, exchanges, asset managers, market infrastructure firms, and other financial institutions, with sales cycles of 6 to 12 months and typical six and seven figure engagements.

• Own the full business development lifecycle, from identifying and qualifying opportunities through to negotiating and closing new business.
• Work closely with engineering, client relationship managers, and leadership to understand client needs, develop tailored proposals, and ensure successful project handoffs.
• This role requires someone who is equally comfortable building relationships, developing sales strategies, and managing complex enterprise opportunities.

Key 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.

Qualifications

• 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.

Preferred Requirements

• 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.

Benefits

• A mandate to build. You will be one of the first dedicated Sales hires, shaping the playbook rather than inheriting one.
• Work at the center of capital markets’ move onto new infrastructure, selling with the credibility of an engineering firm already running production systems for these institutions.
• A remote-first culture with a globally distributed team.
• High ownership and autonomy with the opportunity to shape how we grow.
• The chance to work alongside experienced engineers, researchers, and industry leaders solving complex technical challenges.
• Exposure to cutting-edge blockchain technologies and enterprise clients.
• Opportunities to attend industry conferences and grow your network across the capital markets and blockchain ecosystems.
• Competitive compensation based on experience and location.