VP Institutional Sales

Location: United States

Remote | Full-time

Compensation: $140K - $220K

Our client is a pioneering developer of secure wallet and Web3 infrastructure solutions designed for modern financial institutions. They are seeking a highly strategic and driven VP of Institutional Sales, US to lead enterprise sales initiatives across the region and establish their infrastructure platform as the premier choice for banks and fintechs.

Reporting directly to the Head of Americas, the successful candidate will own institutional sales for the US market, driving revenue growth and cultivating deep, long-term relationships with financial institutions adopting the platform. This role requires a sophisticated sales professional capable of sourcing, qualifying, and closing complex enterprise deals, while collaborating closely with internal product, engineering, and customer success teams to ensure seamless deployments.

The ideal candidate brings established credibility within the financial services sector, the technical fluency to engage with engineers and architects, and a proven track record of navigating lengthy enterprise sales cycles in heavily regulated markets.

Key Responsibilities

• Lead Regional Sales: Drive institutional sales across the United States, collaborating closely with the Head of Americas to execute the regional go-to-market strategy.
• Drive Revenue Growth: Deliver on regional Annual Recurring Revenue (ARR) targets and expand the company's market share.
• Build Executive Relationships: Establish and nurture trusted relationships with banks, fintechs, exchanges, and digital asset enterprises.
• Manage Complex Deals: Source, qualify, and close complex enterprise opportunities, managing the sales cycle from initial engagement to final contract execution.
• Lead Procurement Processes: Oversee RFPs, RFIs, and strict procurement evaluations with major financial institutions.
• Technical Collaboration: Work hand-in-hand with internal product and engineering teams to support technical evaluations and solution architecture designs.
• Post-Sale Support: Facilitate successful client onboarding and identify opportunities for long-term account expansion.
• Market Intelligence: Monitor US market trends, regulatory shifts, and competitive landscapes to position the platform effectively.
• Industry Presence: Represent the organization at key industry events, conferences, and ecosystem gatherings.
• Travel: Travel across the region as required to meet with clients, prospects, and strategic partners.

Requirements

• Experience: 8+ years of enterprise sales experience, with a strong focus on selling infrastructure, financial technology, or SaaS solutions.
• Track Record: Proven history of successfully closing large-scale institutional deals with banks or major financial organizations.
• Industry Knowledge: Deep understanding of financial markets, fintech infrastructure, or digital asset ecosystems. Experience selling custody solutions, wallet infrastructure, blockchain tech, or fintech APIs is highly advantageous.
• Technical Aptitude: Ability to translate complex technical systems and architectures into clear, compelling business value for stakeholders.
• Communication: Exceptional communication and presentation skills, with the ability to build rapport and influence both executive suites and technical teams.
• Execution: An entrepreneurial mindset with the agility to thrive in a fast-paced, high-growth business environment.
• Tools: High proficiency with modern CRM software and sales enablement tooling.
• Languages: Fluency in English is required; additional proficiency in Spanish is a strong asset.

Benefits

• Competitive Salary: $140,000 – $220,000 per year (dependent on experience).
• Performance Incentive: Uncapped, performance-based commission plan.
• Equity: 100–200 stock options vested over 4 years.
• Health & Wellness: Comprehensive healthcare coverage and pension plan contribution.
• Travel & Expenses: Fully covered travel expenses for client-related visits and industry events.
• Work Environment: Remote-first working structure with flexible office options.
• Equipment: Premium hardware package, including a MacBook Air and essential home-office peripherals.

Due to the high volume of applications we anticipate, we regret that we are unable to provide individual feedback to all candidates. If you do not hear back from us within 4 weeks of your application, please assume that you have not been successful on this occasion. We genuinely appreciate your interest and wish you the best in your job search.

Commitment to Equality and Accessibility:

At MLabs, we are committed to offer equal opportunities to all candidates. We ensure no discrimination, accessible job adverts, and providing information in accessible formats. Our goal is to foster a diverse, inclusive workplace with equal opportunities for all. If you need any reasonable adjustments during any part of the hiring process or you would like to see the job-advert in an accessible format please let us know at the earliest opportunity by emailing human-resources@mlabs.city.

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