kraken.com - Senior Sales Lead, Custody & Wealth Management

• 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 where security, regulatory, and operational diligence sit at the center of the buying decision • Deep understanding of the wealth management space, how institutions actually select a custodian, risk and investment committees, operational due diligence, asset segregation and bankruptcy remoteness, insurance, audit and control reporting, and multi-custodian mandates • Deep experience structuring custody economics: AUC-based pricing, minimums, revenue-share models, and multi-product commercial agreements • Strong commercial judgment, negotiation skills, and executive presence at the 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 • Genuine conviction in crypto and the future of financial market infrastructure or deep, transferable expertise from traditional custody, fund services, or prime brokerage with a clear path to crypto fluency • Direct experience selling qualified custody, staking, or prime brokerage services to institutional clients • Relationships across the institutional service provider ecosystem: 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 a structured, team-driven engine • Experience selling into token issuers, foundations, and protocol treasuries alongside traditional financial institutions • Exposure to staking economics, validator operations, and the reporting institutions expect around both • Unless a specific application deadline is stated in the job posting, applications are accepted on an ongoing basis. • Please note, applicants are permitted to redact or remove information on their resume that identifies age, date of birth, or dates of attendance at or graduation from an educational institution. • We consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance. • Payward is powered by people from around the world and we celebrate the diverse talents, backgrounds, contributions, and unique perspectives that everyone brings to the table. We hire based on merit, seeking out people with the right abilities, knowledge, and skills for the job. We encourage you to apply for roles where you don't fully meet the listed requirements, especially if you're passionate or knowledgeable about crypto. • We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process. These assessments evaluate competencies relevant to the role and are applied consistently across candidates for similar positions. Results are considered alongside experience and interviews, and are not the sole basis for any employment decision.