Institutional Sales Lead

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!).