VP Institutional Sales

Key Responsibilities

Lead Regional Sales: Drive institutional sales across the United States, collaborating closely with the Head of Americas to execute the regional go-to-market strategy.

Drive Revenue Growth: Deliver on regional Annual Recurring Revenue (ARR) targets and expand the company's market share.

Build Executive Relationships: Establish and nurture trusted relationships with banks, fintechs, exchanges, and digital asset enterprises.

Manage Complex Deals: Source, qualify, and close complex enterprise opportunities, managing the sales cycle from initial engagement to final contract execution.

Lead Procurement Processes: Oversee RFPs, RFIs, and strict procurement evaluations with major financial institutions.

Technical Collaboration: Work hand-in-hand with internal product and engineering teams to support technical evaluations and solution architecture designs.

Post-Sale Support: Facilitate successful client onboarding and identify opportunities for long-term account expansion.

Market Intelligence: Monitor US market trends, regulatory shifts, and competitive landscapes to position the platform effectively.

Industry Presence: Represent the organization at key industry events, conferences, and ecosystem gatherings.

Travel: Travel across the region as required to meet with clients, prospects, and strategic partners.

Requirements

Experience: 8+ years of enterprise sales experience, with a strong focus on selling infrastructure, financial technology, or SaaS solutions.

Track Record: Proven history of successfully closing large-scale institutional deals with banks or major financial organizations.

Industry Knowledge: Deep understanding of financial markets, fintech infrastructure, or digital asset ecosystems. Experience selling custody solutions, wallet infrastructure, blockchain tech, or fintech APIs is highly advantageous.

Technical Aptitude: Ability to translate complex technical systems and architectures into clear, compelling business value for stakeholders.

Communication: Exceptional communication and presentation skills, with the ability to build rapport and influence both executive suites and technical teams.

Execution: An entrepreneurial mindset with the agility to thrive in a fast-paced, high-growth business environment.

Benefits

Competitive Salary: $140,000 - $220,000 per year (dependent on experience)

Performance Incentive: Uncapped, performance-based commission plan

Equity: 100-200 stock options vested over 4 years

Health & Wellness: Comprehensive healthcare coverage and pension plan contribution

Travel & Expenses: Fully covered travel expenses for client-related visits and industry events

Work Environment: Remote-first working structure with flexible office options

Equipment: Premium hardware package, including a MacBook Air and essential home-office peripherals