Middle Business Development Executive - EMEA

Hypernative is the institutional enablement layer for on-chain finance, an AI-native security platform that lets organizations invest, build, and operate on-chain with confidence. We provide real-time threat detection and automated response across the asset lifecycle: on-chain monitoring, transaction verification, fraud prevention, wallet protection, and screening and intelligence.

$100B+ in assets protected across 75+ chains, for 350+ customers. We raised a $40M Series B in 2025.

What you will do

• Generate your own pipeline, your primary measure. Run multi-channel outbound (email, LinkedIn, ecosystem and community channels, events, and partners) on a named target account list for your vertical, together with your senior Account Executive.
• Prospect on real triggers rather than cadence alone: funding rounds, security incidents, protocol and governance events, new chain and product launches.
• Multi-thread into accounts across security, engineering, risk, compliance, treasury, and operations, and run first calls to a real discovery standard. The deliverable is a qualified opportunity, not a calendar slot.
• Work the biggest deals in your vertical as an analyst of record, building account dossiers, business cases, ROI framing, mutual action plans, and competitive comparisons.
• Join strategic calls alongside your senior AE and Sales Engineer, and learn how institutional and enterprise deals are actually won.
• Own and close a book of smaller, faster deals end-to-end, from first contact to signature. When a deal outgrows your book, it moves to your senior AE, and you keep credit for it.

• 1-3 years in a quota-carrying or pipeline-generating sales role, ideally in B2B SaaS, security, fintech, crypto, or Web3.
• Demonstrated self-sourced pipeline. Name specific opportunities you originated and explain how you got in.
• Real curiosity about crypto and blockchain. You can hold a credible conversation about protocols, bridges, custody, DeFi mechanics, and security risk, or you have a clear track record of teaching yourself a technical domain fast.
• Written communication strong enough that a cold email to an executive actually lands.
• Analytical capability. Comfortable in a CRM and in spreadsheets, and able to build a business case that stands up to scrutiny.
• Entrepreneurial Spirit: A proactive, self-starter mindset with the ability to work autonomously in a fast-paced, remote environment.