Reports to: Chief Executive Officer   ·   Location: London   ·   Full-time, permanent   ·   Executive, member of the senior leadership team   ·   Package: base, performance-linked variable, and participation in the company equity plan with vesting

About the role

We build institutional custody infrastructure for digital assets. Our customers are banks, brokers, asset managers, exchanges and payment institutions. The product is deployed as on-premises software under lisence, as managed custody, and through regulated services delivered by our authorised entities in the EU and Switzerland.
Deal values are high and sales cycles are long. Buying decisions involve technology, security, compliance, procurement and legal, and frequently a board or a regulator.
We are hiring a Chief Revenue Officer to take single ownership of the commercial function. The role covers sales, customer success and solutions, marketing and brand, and revenue operations, with full accountability for the group revenue line.
You would inherit a commercial team of five and be expected to grow it organically alongside the business rather than to a headcount plan set in advance. Hiring is funded by the revenue the function generates, so team design and sequencing are yours to determine.
We are a deep-tech company at an early but fast-growing stage. The product is technically hard, the market is expanding, and commercial decisions here still shape the direction of the business rather than executing a strategy already set.

What you will own

The revenue line. Full accountability for commercial performance across licence, subscription, managed services and variable revenue. You own the plan, pricing, forecast and delivery against it.
Sales. Lead and grow the sales organization across new business and expansion. Own the pipeline end to end: territory and segment strategy, qualification standards, deal structuring, negotiation and close. You will be directly involved in strategic deals.
Customer success and customer solutions. Own the commercial relationship after signature: onboarding, adoption, retention, renewal and expansion. Own the pre-sales solutions function that translates client requirements into deployment architecture, and ensure commitments made in the sales process match what delivery can build.
Marketing and brand. Own positioning, messaging, demand generation, product marketing, events and the company’s external commercial communications.
Revenue operations. Build the operational layer underneath the commercial function: CRM architecture and data discipline, pipeline stages and definitions, forecasting methodology, pricing governance, sales compensation design, and reporting to the executive team and the Board.
Commercial leadership. Sit on the senior leadership team, contribute to group strategy beyond the commercial function, and represent the commercial view to the Board. Build and develop the commercial organization as it scales.

What we are looking for

Essential

• Senior commercial leadership experience with full revenue ownership, including sales, marketing and customer-facing post-sale functions.
• Direct experience selling core banking software, custody technology, or comparable mission-critical financial infrastructure.
• A track record of selling into regulated institutions: banks, brokers, asset managers, exchanges or payment institutions, including experience of vendor risk and security review processes.
• Demonstrable experience building a revenue operations framework from scratch rather than inheriting and running one. You should be able to describe the state you found and the system you put in place.
• Proven ability to structure and close large, complex, multi-year enterprise agreements involving legal, procurement and technical stakeholders.
• Sufficient technical depth to hold a credible conversation with a CTO or head of security about architecture, key management and deployment models.
• Experience building and leading commercial teams, including senior hiring and performance management.
• Professional fluency in English.

Strongly preferred

• Digital-asset market experience: custody, exchange, tokenization, or infrastructure sold to financial institutions.
• Experience in a company moving from founder-led selling to a structured commercial function.
• Experience selling both software licences and regulated services, and familiarity with the commercial boundary between them.
• Established relationships across European or global institutional financial services.