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Business development / Latin America / 2026Hypernative.
Building the conversations
before the pipeline.
I ran the outbound execution of MOIC’s engagement with Hypernative, from account research and personalized outreach to qualification and meeting handoff.
BD analyst · Research, outreach, qualification & execution
- 800
- Leads contacted
- 39.6%
- Overall reply rate
- 53
- Meetings generated
- US$600K
- Pipeline generated
Pipeline valued by Hypernative following discovery. It represents potential business.
01 / Account selection
“Crypto in LATAM”
wasn’t enough.
The first filter was practical: does the company offer an onchain product or handle onchain funds?
Hypernative was expanding its onchain security business in Latin America. Our target accounts were businesses founded in the region, with Brazil, Mexico and Argentina first in line. A global company’s local office did not automatically qualify.
The transactional track included stablecoin wallets, payments, FX, remittances and local exchanges. The institutional track included crypto investment products, digital-asset units and regulated RWA tokenization.
Recent funding, a product launch, a new payment corridor, a relevant partnership, a compliance hire or a confirmed event appearance could move an account up the queue.
The contact mattered as much as the account.
I looked for founders and leaders in product, operations, risk, compliance, treasury and digital assets. A contact without decision authority could still introduce the right person. The wrong contact did not disqualify the company.
02 / Outreach
A shared moment
opened the door.
The initial approach led with Hypernative’s credentials and asked for a call. Outreach ran through the LATAM director’s LinkedIn, with Sales Navigator used particularly for event invitations.
An event-first opening gave us a more natural reason to talk: would the prospect be at the Stablecoin Conference in Mexico City? If the answer was no, the follow-up was simple: we did not need to wait for the next event to meet.
What the opening cohorts showed
First-touch reply rates within the analyzed cohorts. These figures have their own reporting bases and periods; they are separate from the 39.6% overall campaign reply rate.
I also separated the greeting from the pitch. A reply to the greeting alone did not advance the opportunity in the CRM. Interest had to be about the actual offer.
03 / A real exchange
“We already have
a security team.”
This was a chance to explain the coverage rather than repeat the pitch. The conversation moved from a general security objection to the person who could assess the need.
Anonymized exchange · Translated from Portuguese
OutreachWe connected, and I never followed up with the context. I’m [director], from Hypernative: real-time onchain attack detection, beyond what an audit covers. Who owns this on your side?
ProspectYes, we have a security team. But nice to connect.
Follow-upGreat that you already have a team; that makes the conversation easier. We cover what happens after deployment and outside the code, such as a malicious transaction leaving one of your wallets. Who would look at that? I can speak with them directly.
Prospect · Two days laterThe CTO is interested. What is your availability?
The useful move was to acknowledge the team already in place, describe a concrete scenario and ask who would evaluate it. This example documents an introduction for discovery.
04 / Process & systems
A reply wasn’t
the finish line.
Before handoff, the company had to fit the ICP, the contact needed authority or influence, and there had to be explicit agreement to discuss Hypernative. I confirmed the meeting in writing and prepared a briefing covering the prospect’s motivation, onchain setup, pain points, existing stack and language.
For contractual delivery, a calendar booking alone was insufficient: the meeting needed confirmation with the client.
Research → prioritizeCompany-level screening and tiers kept account fit separate from contact fit.
Inbox → CRM auditInbox and Sales Navigator activity were reconciled with the CRM to analyze replies by cohort, opening and touch.
Message → review → updateA linked workflow supported capture, stage and cadence checks, message drafting and approved CRM updates.
Confirm → brief → hand offA handoff SOP, a guide to effective approaches and a weekly client pulse kept execution visible.
My method contributions included separating the greeting and pitch, T4 company triage and clarifying the SDR mandate. MOIC’s CEO defined the opening-line visibility and reply-priority rules.
05 / Outcome & reflection
53 meetings.
A clearer path to discovery.
Across 800 contacted leads and around 3,000 messages, the engagement generated 53 meetings, a 39.6% overall reply rate and US$600K in pipeline.
My responsibility was the pre-sales execution. Hypernative ran discovery, valued the pipeline and owned the closing process. In our delivery workflow, a won item meant a delivered meeting.
Account selection, the reason for reaching out and the quality of the handoff all matter. The strongest opening in the analyzed cohorts started with a shared event; the security objection showed the value of explaining a specific gap in coverage.
This page describes my contribution. The meeting and reply-rate figures reflect my own delivery tracking; the agency’s published case uses different figures.