Institutional Sales Lead

About the role

We are seeking a senior sales executive to own and scale relationships across the fintech, payments, and digital asset ecosystem, driving adoption of the protocol layer quietly powering the next generation of financial infrastructure.

Responsibilities

• Own and scale the institutional pipeline through field sales and outbound execution
• Drive a consistent flow of high-quality institutional opportunities through a combination of outbound prospecting, ecosystem relationship development, and field sales effort
• Build and maintain senior-level relationships across the ecosystem
• Develop and manage executive relationships across fintechs, payment platforms, wallets, tokenization platforms, and crypto infrastructure providers
• Represent 0x at conferences and industry events to strengthen market presence and brand credibility
• Lead full-cycle, consultative sales for complex deals
• Own the end-to-end sales process from sourcing to close, including discovery, qualification, technical scoping (in partnership with engineering), and negotiation
• Navigate multi-stakeholder sales cycles and clearly position 0x’s infrastructure and API products to both technical and business audiences
• Leverage market expertise to shape deal strategy
• Own and grow a strategic portfolio of institutional accounts
• Manage and expand relationships with accounts you originate, acting as a trusted advisor post-sale
• Drive adoption, expansion, and long-term value creation while collaborating cross-functionally to ensure strong customer outcomes
• Provide coverage across key accounts as needed
• Build and refine outbound motion and pipeline discipline
• Partner cross-functionally to build the GTM engine
• Contribute to commercial strategy and GTM design
• Collaborate with leadership on quota design, compensation structure, territory planning, and broader GTM strategy
• Act as a key contributor in building a durable, institutional-grade revenue engine
• Act as a senior external representative of 0x
• Build deep expertise in 0x’s infrastructure, APIs, and the broader crypto ecosystem
• Serve as a credible, executive-level counterpart to institutional partners evaluating 0x

Requirements

• 8–15+ years of full-cycle B2B sales or strategic partnerships experience, with clear ownership of pipeline, quota, and revenue outcomes
• Familiarity with the institutional space, including tokenization platforms, payment platforms, and neobanks
• Experience working with or selling into payments, stablecoins, or digital asset infrastructure use cases
• Experience selling into institutional clients, such as neobanks, payment platforms, banks, asset managers, or crypto-native companies
• Ability to engage with C-level stakeholders and external partners, acting as both a commercial lead and strategic advisor
• Strong ability to sell technical products (e.g., APIs, infrastructure, developer tooling) and engage effectively with both technical and business stakeholders
• Highly autonomous and adaptable; thrives in early-stage or evolving GTM environments with limited structure
• Cross-functional collaborator, with experience working closely with Product, Engineering, and Leadership
• Demonstrated ability to operate with high autonomy in an early-stage GTM environment with evolving processes and limited structure. Collaborative mindset with the ability to partner closely across Product, BD, Leadership, and Operations
• High integrity, low ego, and strong alignment with building long-term value over short-term wins
• Willingness to travel globally for customer meetings, conferences, and twice-annual team offsites
• Knowledge and passion for decentralized finance and the 0x mission

Preferred Experience

• In crypto infrastructure, DeFi, or blockchain ecosystems
• A hybrid background in Web2 SaaS/B2B sales, bringing structured sales fundamentals while remaining adaptable to crypto’s pace
• Exposure to payments, stablecoins, or embedded finance
• Familiarity with selling technical infrastructure or API-driven products
• Exposure to early GTM building, such as outbound program creation, segmentation, or sales playbook development
• Strong interest in or existing knowledge of DeFi, blockchain ecosystems, and the broader crypto landscape