CEX.IO

Sales

• 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

Sales Team Lead, B2B

Risk

• Maintain and operationalize the comprehensive Enterprise Risk Management (ERM) framework and policies.
• Conduct regular risk assessments targeting financial, operational, cyber, and crypto-specific threats (e.g., custody risks, settlement risks, and blockchain-specific vulnerabilities).
• Monitor and track daily Key Risk Indicators (KRIs), flagging emerging trends and vulnerabilities to the team before they impact operations.
• Partner with internal business lines to ensure risk policies are actively embedded.
• Assist in preparing documentation and evidence for the Banco de España, CNMV, and external auditors regarding risk management and compliance metrics.
• Support the execution and rigorous testing of business continuity, crisis management, and ICT response plans to ensure full alignment with DORA requirements.
• For entities managing tokenized frameworks or fiat components, monitor safeguarding regimes and capital requirements to maintain strict compliance with EU standards.

Sales Team Lead, B2B

Risk Manager/Risk Officer