Sales Manager, Strategic Accounts

About the role

Ripple is building the financial infrastructure for a world where value moves as easily as information does today. Through Ripple’s institutional product suite — including Ripple Custody, Ripple Payments, RLUSD, and related digital asset infrastructure — we help financial institutions modernize how they store, move, settle, and tokenize value.

Responsibilities

• Partner with senior institutional sales leaders to support priority accounts across banks, custodians, broker-dealers, payment providers, and other financial institutions.
• Build client-specific business cases that frame the commercial rationale, ROI, operating model implications, and strategic value of Ripple’s institutional product suite.
• Help manage responses to RFPs, RFIs, due diligence requests, vendor questionnaires, and client follow-ups, coordinating across Product, Legal, Compliance, Engineering, InfoSec, Finance, Risk, and Sales.
• Develop fluency across Ripple Custody, Ripple Payments, RLUSD, tokenization use cases, and adjacent institutional offerings, and help translate those capabilities into bank-ready language.
• Create polished presentations, briefing notes, account plans, meeting prep materials, executive summaries, proposal content, and follow-up documents for senior client stakeholders.
• Work with the Product Marketing team on researching regional trends across digital asset custody, stablecoins, tokenized assets, institutional payments, blockchain infrastructure, and competing providers; synthesize implications for Ripple’s sales strategy.
• Track open questions, risks, dependencies, client asks, internal owners, and next steps across complex sales cycles.
• Help maintain structured views of strategic accounts, whitespace opportunities, stakeholder maps, use cases, commercial potential, and deal progression.
• Build the product knowledge, client confidence, and institutional sales judgment required to eventually support or lead selected opportunities under senior guidance.

Requirements

• Experience: 2–5 years of experience in financial services, fintech, banking, asset management, wealth management, capital markets, consulting, enterprise technology, or a related analytical/client-facing role.
• Traditional Finance Foundation: Strong understanding of financial markets, institutional clients, investment products, banking, payments, capital markets, or private markets.
• Analytical Rigor: Ability to synthesize complex information, structure ambiguous problems, build business cases, and turn analysis into actionable commercial recommendations.
• Executive Communication: Strong written and verbal communication skills, with the ability to create crisp, client-ready materials for senior financial institution stakeholders.
• Commercial Instincts: Interest in enterprise sales, strategic accounts, financial technology, and the process of converting complex institutional needs into practical product adoption.
• Digital Asset Curiosity: Genuine interest in digital assets, blockchain infrastructure, stablecoins, tokenization, custody, payments, DeFi, CBDCs, and the future of financial market infrastructure.
• Client-Facing Maturity: Comfort supporting meetings with sophisticated financial institutions and engaging credibly with stakeholders across business, product, operations, compliance, risk, legal, and technology.
• Execution Discipline: High attention to detail, strong ownership, excellent follow-through, and the ability to manage multiple workstreams in a fast-moving environment.
• Cross-Functional Collaboration: Ability to work effectively across Sales, Product, Legal, Compliance, Engineering, Finance, Risk, Marketing, and Customer Success to move opportunities forward.
• White-Space Mindset: Comfort working in areas where the playbook is still being built, the products are evolving, and clients require thoughtful, consultative engagement.

Qualifications

• Nice to have:
• - Experience at a bank, broker-dealer, asset manager, fintech, crypto company, consulting firm, or enterprise SaaS company.
• - Exposure to UHNW, institutional, capital markets, trading, private markets, treasury, payments, or custody clients.
• - Familiarity with RFPs, RFIs, investment research, prospecting, CRM tools, financial modeling, pipeline analysis, or client pitch materials.
• - Understanding of stablecoin economics, tokenomics, smart contracts, cross-border payments, digital asset custody, or blockchain-based financial infrastructure.
• - Series 7, Series 63, SIE, or similar financial services licenses.
• - Spanish language skills, particularly for Latin America-related opportunities.