Vice President of Institutional Sales

About the Role

Our client is a leading developer of secure wallet and Web3 infrastructure solutions designed specifically for modern financial institutions. They are searching for a strategic and motivated Vice President of Institutional Sales to lead enterprise sales efforts in the United States, positioning their platform as the preferred infrastructure for banks and fintech companies.

Key Responsibilities

• Oversee and drive institutional sales across the US region in coordination with the Head of Americas, executing the regional go-to-market strategy.
• Achieve and exceed regional Annual Recurring Revenue (ARR) objectives while expanding market share.
• Develop and maintain strong executive-level relationships with banks, fintech firms, exchanges, and digital asset organizations.
• Handle complex enterprise sales cycles including sourcing, qualifying, and closing deals.
• Manage procurement activities such as RFPs and RFIs involving major financial institutions.
• Collaborate closely with product and engineering teams to support technical evaluations and solution designs.
• Support client onboarding and identify opportunities to grow accounts over time.
• Keep informed on US market trends, regulatory changes, and competitor activity to strategically position the product.
• Represent the company at relevant industry conferences and ecosystem events.
• Travel regionally as necessary to engage with clients, prospects, and partners.

Required Qualifications and Experience

• At least 8 years of experience conducting enterprise sales, particularly in infrastructure, fintech, or SaaS sectors.
• Demonstrated success in closing large institutional deals with banks or major financial organizations.
• Strong knowledge of financial markets, fintech infrastructure, or digital asset ecosystems. Experience in custody solutions, wallet infrastructure, blockchain technology, or fintech APIs is highly desirable.
• Technical competency sufficient to translate complex systems and architectures into compelling business cases for stakeholders.
• Excellent communication and presentation abilities, able to influence both executive and technical audiences.
• Entrepreneurial approach and adaptability to a dynamic, rapidly growing business environment.
• Proficient in contemporary CRM platforms and sales enablement tools.
• Fluent in English; proficiency in Spanish is a significant plus.

Compensation and Benefits

• Annual salary ranging from $140,000 to $220,000 based on experience.
• Uncapped, performance-driven commission structure.
• Equity participation through 100-200 stock options vested over four years.
• Comprehensive healthcare coverage and pension plan contributions.
• All travel and related expenses reimbursed for client meetings and industry events.
• Flexible, remote-first working environment with optional office space access.
• Provision of premium hardware including a MacBook Air and necessary home-office equipment.

Additional Information

Due to the anticipated high volume of applications, individual feedback may not be provided. Candidates who do not receive correspondence within four weeks should consider their applications unsuccessful this round. The company values diversity, equity, and inclusivity and is committed to providing accessible recruitment processes. Reasonable adjustments during hiring can be requested by contacting human resources.

Personal information submitted during the application will be handled in strict accordance with data protection laws and the company's privacy policies, used solely for recruitment purposes and securely managed. Candidates may request deletion of their data or withdraw consent at any time by contacting legal support.