We are hiring a Head of Sales, B2B to build and lead the enterprise sales function for The Vault. This is a founding commercial role — you will be the first dedicated sales hire and will own the full B2B sales cycle from pipeline generation through close. You will report directly to the CEO and manage 1–2 direct reports, working closely with product leadership, Marketing & Branding, and Commercial Operations teams to land and expand institutional clients across multiple geographies and deployment models.

This role is central to the company’s commercialisation plan as it transitions from early product-market validation to full-scale enterprise revenue generation.

Key Responsibilities

Enterprise Sales Execution

• Own the full B2B sales cycle for The Vault: prospecting, qualification, technical demo coordination, proposal, negotiation, and close.
• Sell across three deployment models (On-Premise, SaaS, CaaS) with deal sizes ranging from mid five-figures (SaaS) to six-figure annual contracts (on-premise license + implementation).
• Build and manage a qualified pipeline targeting regulated institutions operating in digital assets.
• Drive ARR growth in line with company revenue targets and fundraising milestones.

Market Development

• Develop and execute go-to-market plays for each Ideal Customer Profile segment: crypto-native institutions (OTC desks, payment companies, gaming/betting operators), financial institutions entering crypto (banks, brokers, EMIs, fintechs), asset managers & funds, and high-volume transaction businesses.
• Lead the company’s presence at key industry conferences (Consensus, Token2049, EBC, Crypto Valley Conference, and regional events) in coordination with Marketing & Branding.
• Build relationships with strategic partners, integration partners, and regulatory-adjacent ecosystem players.

Sales Process & Infrastructure

• Define and implement the B2B sales playbook: ICP definitions, qualification criteria, objection handling, and competitive positioning.
• Establish CRM hygiene, pipeline reporting, and forecasting cadences.
• Collaborate with Commercial Operations on pricing/packaging optimisation, cross-product bundling, and client feedback loops.

Client Success & Expansion

• Own post-sale relationship through deployment handoff; coordinate with engineering on on-premise installations and SaaS onboarding.
• Identify upsell and expansion opportunities (additional modules, CaaS upgrades, multi-entity deployments).
• Serve as the voice of the enterprise client internally — feeding product roadmap priorities back to the product and engineering teams.

Ideal Profile

Must-Have

• 5+ years of enterprise B2B sales experience, with at least 2–3 years selling infrastructure software, fintech platforms, or digital asset / blockchain products to institutional clients.
• Proven track record closing complex, multi-stakeholder deals with 3–12 month sales cycles and contract values of $100K+/year.
• Deep understanding of the institutional crypto landscape: custody, MPC/key management, compliance frameworks (MiCA, Travel Rule, AML), and the competitive vendor ecosystem.
• Experience selling to CISOs, CTOs, COOs, and Heads of Digital Assets at banks, asset managers, payment companies, and crypto-native firms.
• Ability to articulate technical architecture and security differentiators to both technical and business audiences.
• Comfort working in an early-stage, founder-led environment — building the sales function from scratch, not inheriting a playbook.
• EU work eligibility or ability to travel extensively within the EU/Middle East/US for client meetings and events.

Strong Advantages

• Direct network of potential clients — OTC desks, licensed exchanges, EMIs, banks with crypto ambitions, family offices, or payment providers.
• Experience selling on-premise / hybrid deployment software (not just pure SaaS).
• Familiarity with SOC 2, ISO 27001, and enterprise procurement/vendor evaluation processes.
• Background in or exposure to MPC custody, HSM-based signing, or confidential computing.
• Experience operating across multiple regulatory jurisdictions (EU, Switzerland, Middle East, US).
• Existing presence at major crypto and fintech conferences; personal brand in the institutional crypto space.

Compensation & Package

• Competitive base salary benchmarked to EU fintech / digital asset market rates for senior commercial roles.
• Uncapped variable / commission structure tied to closed ARR and strategic account milestones.
• Equity participation (ESOP) — early-stage opportunity with meaningful upside.
• Conference and travel budget for client-facing activities.
• Flexible working arrangement (Cyprus-based preferred; remote EU considered for exceptional candidates).