• Own the full sales cycle, from prospecting to closing, to drive new business and expand existing relationships Institutions and protocol customers. • Build deep, trust-based relationships with founders, core teams, senior executives, and key decision-makers by understanding their goals, workflows, and challenges. • Act as a trusted, solution-oriented advisor, tailoring Messari’s research, data, and SaaS offerings to meet customer needs. • Serve as the primary point of contact for clients, ensuring consistent value delivery, satisfaction, and long-term partnership success. • Navigate complex buying environments, including decentralized governance forums, enterprise procurement processes, and multi-stakeholder decision-making. • Collaborate cross-functionally with Product, Marketing, and Research teams to structure proposals, support integrations, and deliver best-in-class solutions. • Collect, synthesize, and communicate customer feedback clearly and effectively to inform product roadmap and strategic priorities. • Represent Messari at industry conferences, events, and client meetings globally to build pipeline, strengthen partnerships, and stay close to market trends. • Maintain disciplined pipeline management, forecasting, and reporting while consistently exceeding sales targets.