Institutional Sales Lead

About the role

This role focuses on expanding the institutional client base for 0x, a company that provides developer APIs for faster trading and improved user experience in the web3 space. The Institutional Sales Lead will manage the entire sales pipeline, from initial prospecting and relationship development to closing complex deals. This includes engaging with fintechs, payment platforms, wallets, and other crypto infrastructure providers.

A key part of this position involves building and maintaining senior-level relationships across the ecosystem. The successful candidate will act as a trusted advisor to accounts, ensuring adoption and long-term value creation. This requires collaborating with internal teams like Product, Engineering, and Marketing to refine sales processes and contribute to the overall commercial strategy.

Success in this role means not only achieving revenue targets but also shaping the early sales playbook and contributing to the design of the go-to-market strategy. The lead will represent 0x at industry events, develop deep expertise in the company's offerings, and serve as a credible external representative, positioning 0x's infrastructure to both technical and business audiences.

The base salary for this position ranges from $150,000 to $250,000 USD, supplemented by commission, equity, and ZRX tokens.

Skills that matter here

• B2B sales: This role requires extensive experience in business-to-business sales, specifically managing pipelines and achieving revenue outcomes.
• institutional space: Familiarity with the institutional landscape, including tokenization platforms and neobanks, is necessary for targeting appropriate clients.
• payments, stablecoins, or digital asset infrastructure: Experience selling into or working with these specific use cases is crucial for understanding client needs and positioning 0x products.
• technical products: The ability to sell complex technical products like APIs and developer tooling is essential, requiring engagement with both technical and business stakeholders.
• cross-functional collaboration: This role demands close partnership with Product, Engineering, Marketing, and Leadership to align sales efforts with product development and company strategy.
• decentralized finance: A strong understanding and passion for DeFi and the 0x mission are important for authentic engagement with the ecosystem.

Who this role suits

• A person with 8-15 years of B2B sales experience, particularly in the financial or digital asset sectors.
• Someone who thrives autonomously in evolving environments with limited pre-defined structure.
• An individual skilled at building and maintaining relationships with C-level stakeholders and acting as a strategic advisor.
• A professional who is willing to travel globally for client meetings and industry events.

From the employer

Responsibilities

• Own and scale the institutional pipeline through field sales and outbound execution.
• Drive a consistent flow of high-quality institutional opportunities through a combination of outbound prospecting, ecosystem relationship development, and field sales effort.
• Build and maintain senior-level relationships across the ecosystem.
• Develop and manage executive relationships across fintechs, payment platforms, wallets, tokenization platforms, and crypto infrastructure providers.
• Represent 0x at conferences and industry events to strengthen market presence and brand credibility.
• Lead full-cycle, consultative sales for complex deals.
• Own the end-to-end sales process from sourcing to close, including discovery, qualification, technical scoping (in partnership with engineering), and negotiation.
• Navigate multi-stakeholder sales cycles and clearly position 0x’s infrastructure and API products to both technical and business audiences.
• Leverage market expertise to shape deal strategy.
• Own and grow a strategic portfolio of institutional accounts.
• Manage and expand relationships with accounts you originate, acting as a trusted advisor post-sale.
• Drive adoption, expansion, and long-term value creation while collaborating cross-functionally to ensure strong customer outcomes.
• Provide coverage across key accounts as needed.
• Build and refine outbound motion and pipeline discipline.
• Develop targeted outbound strategies across priority institutional segments.
• Continuously experiment with messaging, refine ICP definition, and establish scalable, repeatable prospecting approaches that complement field-driven pipeline generation.
• Partner cross-functionally to build the GTM engine.
• Work closely with Product, Engineering, Marketing, and Leadership to improve segmentation, pipeline visibility, and sales processes.
• Help define and operationalize the early sales playbook, including qualification frameworks, deal strategy, and account ownership models.
• Contribute to commercial strategy and GTM design.
• Collaborate with leadership on quota design, compensation structure, territory planning, and broader GTM strategy.
• Act as a key contributor in building a durable, institutional-grade revenue engine.
• Act as a senior external representative of 0x.
• Develop deep expertise in 0x’s infrastructure, APIs, and the broader crypto ecosystem.
• Serve as a credible, executive-level counterpart to institutional partners evaluating 0x.

Requirements

• 8–15+ years of full-cycle B2B sales or strategic partnerships experience, with clear ownership of pipeline, quota, and revenue outcomes.
• Familiarity with the institutional space, including tokenization platforms, payment platforms, and neobanks.
• Experience working with or selling into payments, stablecoins, or digital asset infrastructure use cases.
• Experience selling into institutional clients, such as neobanks, payment platforms, banks, asset managers, or crypto-native companies.
• Ability to engage with C-level stakeholders and external partners, acting as both a commercial lead and strategic advisor.
• Strong ability to sell technical products (e.g., APIs, infrastructure, developer tooling) and engage effectively with both technical and business stakeholders.
• Highly autonomous and adaptable; thrives in early-stage or evolving GTM environments with limited structure.
• Strong cross-functional collaborator, with experience working closely with Product, Engineering, and Leadership.
• Demonstrated ability to operate with high autonomy in an early-stage GTM environment with evolving processes and limited structure.
• Collaborative mindset with the ability to partner closely across Product, BD, Leadership, and Operations.
• High integrity, low ego, and strong alignment with building long-term value over short-term wins.
• Willingness to travel globally for customer meetings, conferences, and twice-annual team offsites.
• Knowledge and passion for decentralized finance and the 0x mission.

Benefits

• The base salary range for this position is USD $150,000 - $250,000 + commission (OTE) + equity + ZRX tokens + benefits.
• Comprehensive insurance (medical/dental/vision/life/disability) for U.S.-based employees — 100% of base plan covered for you and dependents.
• 401k and FSA for U.S.-based employees.
• Monthly mobile phone bill, wellness, and pre-tax transportation expense.
• Covered mental health benefits (included professional therapy sessions).
• A supportive remote environment.
• Lunch reimbursement for all employees across the globe!
• Stipend for your ideal remote / WFH set-up: headphones, and any other work gear you may need.
• 12-week paid parental leave.
• Great office conveniently located in the SF Financial District for those in the region!
• Flexible vacation: Take time when you need it (and we really mean it!).