We are looking for a senior sales leader with proven experience in building and scaling high-performing sales teams from the ground up. The ideal candidate will take full ownership of establishing and developing the sales function, structuring the team, implementing processes, and driving operational excellence. Requirements 5+ years of B2B sales experience, including at least 3+ years leading sales teams (crypto OTC, payments, fintech infrastructure, or institutional financial services). Strong existing client network and active book of contacts within relevant industries. Proven experience building and scaling sales functions from scratch, including team setup, CRM implementation, sales playbooks, and pipeline development in early-stage or scaling environments. Demonstrated success improving conversion rates and reducing sales cycle duration in previous roles. Hands-on experience with CRM selection, implementation, and rollout (HubSpot, MondayCRM, or equivalent) Experience operating across multiple jurisdictions (regulatory familiarity with EU + UK and US will be a good bonus). Strong commercial mindset with excellent communication and negotiation skills. English - Fluent

Responsibilities

Manage the sales team, including structuring the org chart, defining responsibilities per segment, and setting quotas and KPIs for each role. Design and continuously optimize the end-to-end sales process, including qualification, follow-ups, demos, negotiations, and closing. Lead CRM implementation: select vendor, sign contract, configure pipeline, import existing leads and deals, and ensure full team adoption through training. Define and manage the sales pipeline, including stages, exit criteria, forecasting processes, weekly pipeline reviews, and executive-level dashboards covering conversion, sales cycle, and pipeline health. Develop and maintain segmented sales playbooks. Own pricing strategy, discount frameworks, and outreach materials, including segment-specific offers and collaboration with management on commercial initiatives.