Sales Manager, Commercial
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Job Description
Sales Manager leading high-performing sales team focused on commercial opportunities in the cryptocurrency sector. Building strategic relationships and accelerating revenue growth in the blockchain market.
Responsibilities:
- 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
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