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Senior Sales Lead, Custody & Wealth Management

Kraken· Business Expansion
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RemoteFull-timePosted 2w ago

About the role

Lead the go-to-market for Payward custody offerings, driving institutional custody sales and B2B2C wealth solutions across global markets. Own revenue growth, pipeline, and client lifecycle from qualification to onboarding and expansion, in collaboration with Product, Legal, Compliance, and Onboarding.

Responsibilities

  • Grow assets under custody and custody revenue with targets, forecasting, and pipeline discipline
  • Develop commercial frameworks across custody, trading, and yield products including vaults and staking
  • Lead revenue across long-cycle enterprise mandates to mid-market motions for funds, corporates, and crypto-native clients
  • Own the full client lifecycle from qualification and diligence through agreement negotiation, onboarding, and expansion into staking, trading, collateral, and settlement
  • Build and scale revenue growth in custody and wealth management globally with an AI-first approach to tooling, pipeline management, and operational efficiency
  • Establish Payward as the default custodian across institutional ecosystem including fund administrators, wealth managers, family offices, consultants, prime brokers, OTC desks, and service providers
  • Partner cross-functionally with Product, Engineering, Security, Legal, Compliance, Risk, and Finance to align commercial strategy with platform capability and regulatory perimeter
  • Expand Payward’s custody footprint across UK, Europe, US, APAC and other priority markets with licensing sequencing
  • Feed product roadmap with structured client demand: asset and chain coverage, staking, reporting and integrations, collateral mobility, off-exchange settlement

Qualifications

  • 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
  • Deep understanding of wealth management space, institutional custody selection, risk and operational due diligence, asset segregation, insurance, audit and control reporting, multi-custodian mandates
  • Deep experience structuring custody economics: AUC-based pricing, minimums, revenue-share models, multi-product agreements
  • Strong commercial judgment, negotiation skills, and executive presence at C-suite/board level
  • Experience building and leading global Sales and BD teams
  • Demonstrated ability to implement AI-first sales tooling, CRM discipline, and scalable GTM systems
  • International experience; US and European market knowledge
  • Crypto conviction or deep transferable expertise from traditional custody/fund services/prime brokerage with crypto fluency

Skills

Required:B2B/B2B2C revenue leadershipInstitutional custody salesStrategic GTM planningAI-first sales toolingRegulatory & risk diligence

Benefits

  • Not explicitly listed in the description.
Last updated Oct 7, 2026. Interested? Apply on the company site.

About Kraken

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