United Kingdom•United Arab Emirates•Ireland•Sweden•Romania•Cyprus•Switzerland•Portugal•Lithuania•South Africa
Remote
Senior
Full Time
cryptofinancial_infrastructureB2B_saleswealth_managementcustodysenior_role
Requirements
- •7+ years of experience building and scaling B2B or B2B2C revenue organizations within digital asset custody, wealth management, traditional custody and asset servicing, or regulated financial infrastructure
- •Proven track record closing and expanding complex, long-cycle mandates with institutional clients focusing on security, regulatory, and operational diligence
- •Deep understanding of wealth management space including custodian selection, risk and investment committees, operational due diligence, asset segregation, bankruptcy remoteness, insurance, audit and control reporting, and multi-custodian mandates
- •Deep experience structuring custody economics including AUC-based pricing, minimums, revenue-share models, and multi-product commercial agreements
- •Strong commercial judgment, negotiation skills, and executive presence at C-suite and board level
- •Experience building and leading high-performing global Sales and BD teams
- •Demonstrated ability to implement AI-first sales tooling, CRM discipline, and scalable go-to-market systems
- •International experience preferred with US and European market knowledge
- •Genuine conviction in crypto and future of financial market infrastructure or deep transferable expertise from traditional custody, fund services, or prime brokerage with path to crypto fluency
What You'll Do
- •Lead the go-to-market efforts for Payward custody offering including qualified custody
- •Sell institutional custody to banks, neobanks, fintechs, payment companies, brokerages, exchanges, asset managers, and other businesses needing regulated digital asset custody globally
- •Work with Product to design and launch embedded custody and digital asset solutions for private banks, wealth managers, family offices, and platforms serving high-net-worth clients
- •Report to the Global Head of Sales, Payward Services as a senior individual contributor
- •Work closely with Solution Engineering, Product, Legal, Compliance, and Onboarding teams
- •Lead and help define the global GTM strategy for Custody across various institutional segments
- •Grow assets under custody and custody revenue with ownership of targets, forecasting, and pipeline discipline
- •Develop commercial frameworks across custody, trading, and yield products including vaults and staking
- •Lead revenue across relationships from long cycle RFP driven enterprise mandates to mid-market motion for funds, corporates, and crypto-native clients
- •Own the full client lifecycle from qualification and diligence through agreement negotiation, onboarding, and expansion
- •Build and scale revenue growth in custody and wealth management vertical across global Sales and BD organization with AI-first approach
- •Establish Payward as the default custodian across institutional ecosystem and service providers
- •Partner cross-functionally with Product, Engineering, Security, Legal, Compliance, Risk, and Finance to align commercial strategy with platform capability and regulatory perimeter
- •Expand Payward's custody footprint across UK, Europe, US, APAC and other priority markets considering licensing constraints
- •Feed product roadmap with structured client demand for asset and chain coverage, staking, reporting, integrations, collateral mobility, and off-exchange settlement
Nice to Have
- •Direct experience selling qualified custody, staking, or prime brokerage services to institutional clients
- •Relationships across institutional service provider ecosystem including fund administrators, auditors, consultants, transfer agents, and ETF issuers
- •Working knowledge of institutional key management (MPC, HSM, multi-sig), cold storage architecture, off-exchange settlement, and collateral mobility
- •Familiarity with KYC/AML frameworks and digital asset licensing regimes across multiple jurisdictions
- •Experience scaling a B2B sales motion from founder-led or relationship-led origination to structured, team-driven engine
- •Experience selling into token issuers, foundations, and protocol treasuries alongside traditional financial institutions
- •Exposure to staking economics, validator operations, and expected reporting around both
About Kraken
Kraken is a cryptocurrency exchange platform that provides parachain auctions, staking, and index services.
San Francisco, CA
1000 - 5000
Finance