Lead, mentor, and coach a team of high-performing Commercial Account Executives to consistently exceed quotas, with a strong emphasis on new logo acquisition and identifying/closing larger expansion opportunities within existing accounts.
Own and surpass annual sales targets through disciplined pipeline management, strategic territory planning, and high-velocity execution in the crypto and blockchain space.
Drive consultative sales cycles with key stakeholders, including compliance, legal, risk management, and executive leadership teams at crypto exchanges, DeFi platforms, financial institutions, and Web3-native fintechs.
Proactively identify and pursue new business opportunities while cultivating larger deals and upsell/expansion revenue from current accounts.
Serve as a trusted advisor to both your team and prospects by maintaining deep expertise in blockchain technology, crypto markets, and evolving regulatory landscapes (AML, KYC, FATF, MiCA, FinCEN, SEC guidelines).
Monitor daily sales activity, pipeline health, and conversion metrics to deliver accurate forecasts, shorten sales cycles, and create targeted individual development plans.
Collaborate closely with Marketing, Product, and Customer Success teams to refine go-to-market strategies, ensure smooth onboarding, and maximize customer retention and expansion.
Build and execute effective recruiting, hiring, and onboarding strategies to scale the commercial sales team with top talent experienced in crypto and blockchain solutions.
Provide clear, data-driven sales forecasts and insights to inform broader company strategy.

Requirements

5+ years of B2B SaaS sales experience, including 1–3+ years in sales leadership or management roles specifically leading SMB, Mid-Market, or Commercial sales teams.
Strong crypto and blockchain domain expertise with a proven track record of selling to compliance, risk, legal, or security teams within crypto exchanges, DeFi protocols, fintech, RegTech, or blockchain infrastructure companies.
Deep understanding of blockchain technology, crypto market dynamics, and global regulatory frameworks (AML, KYC, FATF, MiCA, FinCEN, etc.).
Demonstrated success in consistently exceeding ARR targets in high-velocity, consultative sales environments, with clear experience driving new logo wins and account expansion.
Proven ability to recruit, develop, and scale high-performing sales teams in fast-growing startup or technology environments.
Exceptional leadership, coaching, negotiation, and communication skills, with the ability to guide Account Executives in complex stakeholder conversations.
Proficiency with CRM systems (Salesforce preferred), sales engagement platforms (Outreach, Salesloft), and sales analytics tools.
High energy, resilience, and a genuine passion for the crypto and Web3 ecosystem.

Benefits

Offers Commission
Offers Equity

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B SaaS salessales leadershipconsultative salespipeline managementterritory planningaccount expansionsales forecastingrecruitingcoachingnegotiation

Soft Skills

leadershipmentoringcommunicationcollaborationresiliencepassion for cryptostrategic thinkingdata-driven decision makingproblem solvingstakeholder management