Business Development Manager

About Defense Defense serves as the auditing services arm within Thesis, Inc., the venture studio behind tBTC, Fold, Mezo, Acre, Taho, Etcher, and Embody. At Defense, we fight for the integrity and empowerment of the individual by strengthening the security of emerging technologies to promote a decentralized future and user freedom. We are the leading Bitcoin applied cryptography and security auditing firm. Our team of security auditors have carried out hundreds of security audits for decentralized systems across a number of ecosystems including Bitcoin, Ethereum + EVMs, Stacks, Cosmos SDK, NEAR and more. We offer our services within a variety of technologies including smart contracts, bridges, cryptography, node implementations, wallets and browser extensions, and dApps. As a security auditing team, we are at the forefront of the rapidly evolving crypto and decentralized tech space. Our team of skilled security auditors is responsible for assessing whether projects adhere to security due diligence protocols and best practices, and helping them improve their security in order to minimize the potential for vulnerabilities, broaden their adoption, and improve the overall security of the crypto ecosystem. About the Business Development Manager Defense is seeking an experienced Business Development Manager to lead on executing the business development and sales strategy, in addition to securing new business opportunities by generating and responding to leads, maintaining client relationships, and leading on the coordination of all business development activities. This role is responsible for establishing and maintaining key relationships with Defense security auditing customers, partners, and Thesis’ / other investors, and investor portco’s. The role will provide key support to our auditing team and our customers by maintaining a robust revenue generating pipeline, ensuring that we continue to operate in accordance with mission, vision, and OKR’s set out by Defense leadership. The Business Development Manager will also work closely with the Defense Operations Manager, to ensure an efficient sales workflow, and the Marketing Manager, to help guide and drive our marketing strategy such that it is aligned with our business development, lead generation, and sales goals. What You'll Do

• Lead on the execution of a business development and sales strategy that is aligned with Defense’s vision and strategy, utilizing internal talent and resources including marketing, operations, and delivery support;
• Achieve quarterly OKRs for business development and sales goals for Defense, and report internally on progress and outcomes;
• Oversee the management of Defense customer, investors, and investor portco data, ensuring data integrity and the information in our CRM (PipeDrive) and internal file systems is accurate and up-to-date;
• Conduct market research to identify new business development and sales opportunities within the web3 and crypto community;
• Lead on community engagement efforts to provide visibility into the Defense portfolio and value proposition, in order to generate leads and establish key relationships;
• Establish key referral relationships with port cos, other auditing firms, and other prospective community partnerships to ensure a robust pipeline, in accordance with the business development strategy and long-term vision for the business;
• Conduct sales lead calls, respond to lead emails, and triage questions from prospective customers;
• Communicate with existing customers about engagement and agreement status, including scheduling;
• Collect key information and facilitate internal reviews of information from prospective and existing customers and their desired projects to inform a precise scoping process;
• Oversee the NDA, MSA, and SOW development process, including oversight of the scoping process and SOW creation;
• Coordinate with customers and team members to oversee the completion of various engagement documentation;
• Lead the sales handoff process from the Business Development and Sales team to the Delivery team prior to an engagement start date;
• Track customers engagement details internally using CRM, for both prospective and existing customers as the key point for customers relationship management;
• Participate in the filtering and prioritization of incoming leads for both prospective and existing customers;
• Networking and participating (speaking, panels, etc.) in quarterly / annual conferences in the crypto and web3 space; and
• Work closely with the Defense marketing manager to ensure business development and marketing activities are integrated and aligned, such that overall business strategy is being implemented and goals are being achieved. Requirements
• A team player that works and collaborates well with a team that places a high value on culture and shared values;
• A deep understanding of the crypto and web3 space;
• Previous sales and marketing experience with an auditing team in the crypto and web3 space;
• Flexible, responsive, and comfortable in a fast-paced work environment;
• Exceptional asynchronous and synchronous client communication skills;
• Comfortable pitching and presenting to clients regularly;
• Eager to learn and motivated to achieve team goals;
• Organization and the ability to maintain processes;
• Distilling action items and taking initiative to complete tasks;
• Detail-oriented with a proactive approach to problem-solving;
• Experience with client relationship management; and
• Prior experience working asynchronously with cross-global team members and customers. Location
• All Defense roles are remote-first, with a preference for Europe & Americas (CET +/- 5) time zones to accommodate project needs and collaboration.
• Occasional travel may be required for team meetings, security conferences, and industry events. Salary We pay top of the market, variable with experience and a number of other factors Benefits At Defense, we work in a fun, fast-paced environment that operates by collaborating both remotely and in person when we can. We offer a competitive salary, full health benefits, opportunity for equity and a number of other perks. Our Cultural Tenets We Believe in Freedom and AutonomyWe Have Inquisitive MindsWe Are Obsessed with CommunicationWe Are Proudly OffbeatWe Care About Each OtherWe Are Driven