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Payward Services (PWS), the infrastructure arm of Payward (parent company of Kraken), is seeking a Senior Sales Lead to drive go-to-market efforts for its custody offering globally. Payward operates 100+ regulatory licenses across 190+ jurisdictions, processes $2T+ in annual volume, and is backed by strategic investors including Citadel Securities, Jane Street, Deutsche Börse, and Nasdaq.
You will lead two primary sales motions: (1) Institutional custody sales to banks, neobanks, fintechs, payment companies, brokerages, exchanges, and asset managers requiring regulated digital asset custody; and (2) B2B2C wealth solutions, partnering with Product to design embedded custody and digital asset offerings for private banks, wealth managers, family offices, and platforms serving high-net-worth clients.
Reporting to the Global Head of Sales, Payward Services, you will act as a senior individual contributor and the voice of the custody and wealth market in product roadmap discussions. You will work cross-functionally with Solution Engineering, Product, Legal, Compliance, and Onboarding.
Key responsibilities include: defining global go-to-market strategy across institutional segments (asset managers, ETF/fund issuers, hedge funds, market makers, banks, wealth platforms, corporates, treasuries, family offices, token issuers, exchanges); owning assets under custody and custody revenue targets with clear forecasting and pipeline discipline; developing commercial frameworks across custody, trading, and yield products; managing the full client lifecycle from qualification through expansion into staking, trading, collateral, and settlement; building and scaling revenue growth with an AI-first approach to tooling and operations; establishing Payward as the default custodian across the institutional ecosystem; expanding custody footprint across UK, Europe, US, and APAC; and feeding the product roadmap with structured client demand.
Qualifications: 7+ years 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 where security, regulatory, and operational diligence are central to buying decisions. Deep understanding of wealth management, how institutions select custodians, 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 strongly preferred; US and European market knowledge required. Genuine conviction in crypto and financial market infrastructure, or deep, transferable expertise from traditional custody, fund services, or prime brokerage with clear path to crypto fluency.
Nice to haves: Direct experience selling qualified custody, staking, or prime brokerage services; relationships across institutional service provider ecosystem (fund administrators, auditors, consultants, transfer agents, 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; experience scaling B2B sales from founder-led to structured team-driven engine; experience selling to token issuers, foundations, and protocol treasuries; exposure to staking economics and validator operations.
